Customer Business Executive

Responsibilities

• Develop trusted advisor relationships with key stakeholders
• Own relationships with executive sponsors, budget owners, and decision-makers
• Understand the customer's values, goals, and vision and collaborate with the Cognite Global Value team in developing value roadmaps and customer success plans
• Drive adoption and usage through training, evangelism, and aligning the solution with customer business goals
• Drive customer engagement utilizing “one-to-many” channels such as Cognite Hub, newsletters, webinars, and events
• Identify and execute new use cases and expansion opportunities to additional customer sites
• Contribute to customer’s success, focusing your expertise on assigned stages of the customer journey
• Identify, nurture, and close upsell/cross-sell opportunities to expand customer lifetime value
• Demonstrate value and lead renewal discussions to ensure customer retention and long-term partnerships
• Collaborate with Account Executive (Sales) and Delivery Manager for customer introductions and relationship hand-offs
• Cultivate customer champions and collaborate with Marketing to build case studies
• Leverage testimonials and case studies to promote brand awareness and drive new business
• Support Account Executives in closing new deals by sharing customer success stories
• Partner with Sales Enablement to create customized materials for value tracking
• Engage with relevant partners to your portfolio of accounts into Cognite's customer reference program
• Develop an account strategy and maintain an internal account plan to align Cognite cross-functionally around the account plans and needs
• Manage pipeline and forecast on assigned territories and carry expansion and renewal quotas
• Communicate the product roadmap to customers, tailoring the presentation to the customer’s needs
• Serve as the “voice of the customer” to both product management and customer community management
• Facilitate and promote interaction between Cognite product programs and customer end users
• Ensure customer engagement with newsletters, webinars, and events
• Drive customer enablement through projects, Academy, Community, Support, and solution support
• Identify and assess renewal risks for customers’ license subscriptions and collaborate with internal teams to mitigate risks
• Assist with high-severity requests or issue escalations as needed
• Proactively monitor customer metrics to identify at-risk accounts and take proactive measures to maintain and improve customer health

Requirements

• At least a bachelor’s degree in a relevant subject or work experience for the role
• 5-10 years of experience leading customer engagements as an account manager, customer success manager, or related role
• A rich understanding of customer success methodologies and practices
• Commercial experience in renewals and/or upselling relevant enterprise B2B software
• Confidence when running executive business reviews and engaging with C-level sponsors
• Strong writing, presentation, and communication skills
• A proven track record in your industry and a strong network in your dedicated vertical
• Knowledge of the heavy asset industry, such as oil and gas, power and utilities, or manufacturing

Preferred Qualifications

• Experience with data contextualization technology and software as a service (SaaS)
• MEDDPICC and Command the Message experience
• CRM experience (SalesForce and Gainsight, preferred)
• A proven track record of turning red accounts green through a white-glove approach
• Experience working at a high-growth scale-up organization
• Demonstrated experience in engaging with teams across corporate functions
• A self-sufficient character able to meet deadlines and manage changing priorities
• An ability to thrive with limited structure
• A results-oriented individual who thrives working in a fast-paced environment
• Speak a language other than English with business fluency

Benefits

• Join an organization of 70 different nationalities with Diversity, Equality and Inclusion (DEI) in focus
• A highly modern and fun working environment with sublime culture across the organization
• Flat structure with direct access to decision-makers, with minimal amount of bureaucracy
• Opportunity to work with and learn from some of the best people on some of the most ambitious projects found anywhere, across industries

About the Company Embark on a transformative journey with Cognite, a global SaaS forerunner in leveraging data to unravel complex business challenges through our cutting-edge Cognite Data Fusion (CDF) platform. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms. In the realm of industrial digitalization, we stand at the forefront, reshaping the future of Oil & Gas, Manufacturing and Energy sectors. As part of the esteemed Aker family, Cognite brings forth a legacy of innovation and excellence. Excitingly, we are set to extend our footprint to the vibrant landscapes of India, which opens the door for you to be part of the expansion from the beginning. Join us in this venture where data meets ingenuity, and together, we forge the path to a smarter, more connected industrial future.