Strategic Account Manager
At a glance
Mid-level Account Management role at Cognite - AI for Industry. France.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Build account plans that increase customer value, grow recurring revenue, and uncover additional opportunities
- Serve as the senior relationship lead across client stakeholders, including business and IT executives
- Coordinate Tech Sales, Value Delivery, Product, Marketing, and Partners around account execution
- Use Command the Message and MEDDPICC to run disciplined enterprise sales cycles
- Negotiate major contracts, maintain forecasts and close plans, and meet clients on-site with roughly half-time travel
What you bring
- At least five years selling enterprise software or SaaS, with a record of beating quotas in fast-growth settings
- Deep industry knowledge across Oil & Gas, Refining, or Chemicals, plus fluency in SaaS, Cloud, Big Data, and Generative AI
- Native or professional French and English, along with a bachelor’s degree or higher
- Experience selling to C-level leaders in both business and IT, presenting clearly, and building complex Excel and PowerPoint business cases
Who this fits
This role suits an ambitious enterprise seller who can navigate organizational politics, work independently through ambiguity, and respond well to coaching. You’ll be expected to travel on-site with clients roughly half the time and manage large, complex accounts. Experience with Command the Message or MEDDPICC and Salesforce is preferred.
From the employer
What Cognite is: Relentless to achieve
Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve the world’s hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements.
We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.
Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.
How you’ll demonstrate Ownership
As a Strategic Account Manager, you will be the primary architect of Cognite’s relationship with our most high-value global accounts. You won’t just manage a portfolio; you will act as a "CEO of the account," fostering deep strategic partnerships and driving aggressive growth through a value-first mindset.
- Strategic Growth: Develop and execute comprehensive account strategies to drive value realization, double-digit ARR growth, and new opportunity capture.
- Executive Sponsorship: Cultivate multi-level relationships across the client organization, acting as the primary point of contact and lead advocate for their success.
- Team Orchestration: Lead a cross-functional "extended territory team" (including Tech Sales, Value Delivery, Product, Marketing, Partners) to ensure seamless execution.
- Sales Excellence: Rigorously apply value-selling methodologies, specifically Command the Message and MEDDPICC, to maintain high-quality sales cycles.
- Value Realization: Master Cognite’s solution suite to articulate how our technology uniquely solves complex industrial challenges and drives ROI.
- Commercial Negotiation: Lead complex negotiations for large enterprise contracts, focusing on favorable business terms and value-based pricing.
- Operational Rigor: Maintain precise forecasts, pipeline data, and detailed account/close plans to provide actionable insights to corporate leadership.
- Presence: Engage directly with clients on-site (approx. 50% travel).
The Impact you bring to Cognite
- Experience: 5+ years of direct enterprise software/SaaS sales experience, consistently exceeding quotas in high-growth environments.
- Domain Expertise: Deep understanding of Oil & Gas, Refining, or Chemicals industries.
- Technical Literacy: High fluency in SaaS, Cloud, Big Data, and Generative AI; you should be comfortable discussing ARR, NRR, and TCV, and manage subscription pricing models and large service programs.
- Political savvy : strong relationship-building skills, focused on a high level of customer service, you can read and deal with organizational politics.
- Mindset: A blend of high-energy ambition and "coachability." You thrive in ambiguity and are proactive in resolving issues with minimal supervision.
- Analytical Rigor: Skilled in building business cases and navigating complex Excel/PowerPoint deliverables.
- Language: Native or professional fluency in both French and English is mandatory.
- Bachelor’s degree (Master’s preferred).
- Proven track record of selling to C-Level stakeholders across both Business and IT.
- Excellent written and verbal communication skills, including good presentation skills
Preferred Experience
- Previous training in Command of the Message or MEDDPICC is highly preferred.
- Proficient in Salesforce and modern sales engagement stacks.
- Impact 2025
- Cognite's Industrial AI: Moonshot
- We’re globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi.
Not this one either?
Claude or ChatGPT reads the other 90,175 for you.
Get better matches →
