Senior Account Manager

Role Overview

Senior Account Manager, Oil & Gas, based in Abu Dhabi at Cognite AI for Industry. This role reports to the VP of MENA region and works closely with Sales and Account Management teams.

Company Overview

Cognite is a global leader in industrial software, operating at the forefront of industrial digitalization with the Industrial DataOps platform Cognite Data Fusion® at its core. The company was awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms and recognized by CNBC as a top global enterprise technology startup powering digital transformation. Cognite Data Fusion® recently achieved industry-first DNV Compliance for Digital Twins. The organization has 70 different nationalities and maintains a presence in Phoenix, Houston, Oslo, Tokyo, Bengaluru, and Abu Dhabi.

Role Purpose

The Senior Account Manager is responsible for expansion of key accounts and helping new customers realize the value of Cognite's products, including execution of their roadmap, achievement of their business goals, and adoption of the product to drive greater ROI and satisfaction. This role typically manages 1-2 of Cognite's most valuable customers.

Key Responsibilities

Relationship & Account Management

• Manage relationships with Cognite's most valuable customers.
• Nurture long-term relationships with assigned customer portfolio.
• Connect with key business executives and IT stakeholders.
• Develop a deep understanding of customer business requirements, goals, and how they are using Cognite to meet their needs.
• Develop a trusted advisor relationship with key stakeholders and executive sponsors.
• Serve as the "voice of the customer" to both product management and customer community management.

Strategic Planning & Value Delivery

• Ensure all Cognite activities are closely aligned with the customer's business case and business strategy, allowing them to realize the full potential of Cognite's products.
• Develop value roadmaps and account plans, charting a path to the customer's desired outcome with Cognite software.
• Leverage comprehensive understanding of Cognite's products to identify expansion opportunities for account managers to close.
• Communicate the product roadmap to customers and ensure it meets customer needs.

Revenue Growth & Retention

• Drive expansions and secure renewals for assigned accounts.
• Work with the Sales organization to close upsell and cross-sell opportunities to expand customer lifetime value.
• Identify and assess renewal risks for customers' license subscriptions.
• Collaborate with internal teams to ameliorate renewal risks.

Engagement & Partnerships

• Collaborate with Field Marketing and Account Development team to ensure customer engagement with newsletters, webinars, and events.
• Collaborate with the ecosystem of Cognite partners to maximize value generation.

Qualifications & Experience

• 5+ years of experience with a demonstrable track record leading customer engagements as an Account Manager or related role.
• Commercial experience in renewals and upselling.
• Track record of expanding complex enterprise deals.
• SaaS, Data Platforms, and Oil & Gas background.
• Proven experience selling at C-Level in both business and IT.
• Experience collaborating with channel partners.
• Experience working at a high-growth scale-up organization.

Skills & Competencies

• Rich understanding of Account management methodologies and practices, including segmentation, customer journey, and customer health scoring.
• Fluent in written and spoken English (required).
• Verbal skills in Arabic (advantageous).
• Familiarity with Salesforce, MEDDPICC, and Clari.

Additional Information

• Competitive salary and benefits, including pension plan, insurance, and parental benefits.
• Join a team of 70 different nationalities with Diversity, Equality and Inclusion (DEI) in focus.
• Highly modern and fun working environment with sublime culture across the organization.
• Flat structure with direct access to decision-makers and minimal bureaucracy.
• Opportunity to work with and learn from some of the best people on some of the most ambitious projects across industries.
• Cognite is committed to creating a diverse and inclusive environment and is proud to be an equal opportunity employer.