Current jobs related to Senior Customer Business Executive - Aberdeen City - Cognite AS

About CogniteEmbark on a transformative journey with Cognite, a global SaaS forerunner in leveraging AI and data to unravel complex business challenges through our cutting-edge offerings including Cognite Atlas AI, an industrial agent workbench, and the Cognite Data Fusion (CDF) platform. We were awarded the 2022 Technology Innovation Leader for Global Digital Industrial Platforms & Cognite was recognized as 2024 Microsoft Energy and Resources Partner of the Year. In the realm of industrial digital transformation, we stand at the forefront, reshaping the future of Oil & Gas, Chemicals, Pharma and other Manufacturing and Energy sectors. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.Learn more about Cognite hereCognite Product Tour 2024Cognite Product Tour 2023Data Contextualization Masterclass 2023Our valuesImpact: Cogniters strive to make an impact in all that they do. We are result-oriented, always asking ourselves.Ownership: Cogniters embrace a culture of ownership. We go beyond our comfort zones to contribute to the greater good, fostering inclusivity and sharing responsibilities for challenges and success.Relentless: Cogniters are relentless in their pursuit of innovation. We are determined and deliverable (never ruthless or reckless), facing challenges head-on and viewing setbacks as opportunities for growth.About the role and the teamOne of the teams seeing the most transformation is our Customer Business Executive (CBE) team, which partners with our customers to build relationships, learn about their businesses, and drive value based on our customers’ desired outcomes. We’re looking for new team members to join our team as a CBE.The CBE acts as the primary customer advocate throughout the post-sale lifecycle by driving customer retention, expansion, and satisfaction. The CBE is responsible for helping our new customers realize the value of our products, including the execution of their customer success plan, the achievement of their business goals, and the adoption of our product to drive greater ROI and satisfaction.You will be role & responsible forDevelop trusted advisor relationships with key stakeholdersOwn relationships with executive sponsors, budget owners, and decision-makersUnderstand the customer's values, goals, and vision and collaborate with the Cognite Global Value team in developing value roadmaps and customer success plans, charting a path to the customer’s desired outcome with Cognite software, leveraging a comprehensive understanding of Cognite's productsDrive adoption and usage through training, evangelism, and aligning the solution with customer business goalsDrive customer engagement utilizing “one-to-many” channels such as Cognite Hub, newsletters, webinars, and eventsIdentify and execute new use cases and expansion opportunities to additional customer sitesContribute to customer’s success, focusing your expertise on assigned stages of the customer journeyIdentify, nurture, and close upsell/cross-sell opportunities to expand customer lifetime valueDemonstrate value and lead renewal discussions to ensure customer retention and long-term partnerships, including negotiating and securing renewals for your assigned accountsCollaborate with Account Executive (Sales) and Delivery Manager for customer introductions and relationship hand-offsCultivate customer champions and collaborate with Marketing to build case studiesLeverage testimonials and case studies to promote brand awareness and drive new business. Build referenceability.Support Account Executives in closing new deals by sharing customer success storiesPartner with Sales Enablement to create customized materials for value trackingEngage with relevant partners to your portfolio of accounts into Cognite's customer reference programDeveloping an account strategy and maintaining an internal account plan to align Cognite cross-functionally around the account plans and needsManage pipeline and forecast on assigned territories and carry expansion and renewal quotas according for that territoryCommunicate 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 usersEnsure customer engagement with newsletters, webinars, and eventsDrive customer enablement through projects, Academy, Community, Support, and solution supportIdentifying and assessing renewal risks for customers’ license subscriptions and collaborating with internal teams to mitigate risksAssist with high-severity requests or issue escalations as neededProactively monitor customer metrics (e.g., product usage, Net Promoter Score, customer value, churn rate) to identify at-risk accounts and take proactive measures to maintain and improve customer health.We believe these experiences and skills will make this role successful at CogniteTo meet the demands of this role, you should have: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 roleA rich understanding of customer success methodologies and practices, including (but not limited to) segmentation, customer journey, and customer health scoring;Commercial experience in renewals and/or upselling relevant enterprise B2B software;Confidence when running executive business reviews and engaging with C-level sponsorsStrong writing, presentation, and communication skills, including chairing meetings or hosting webinars.A proven track record in your industry and a strong network in your dedicated verticalKnowledge of the heavy asset industry, such as oil and gas, power and utilities, or manufacturingKey performance Indicators for the role:Included but not limited to:LeadingNumber of Customer Success Qualified Leads (CSQL)Accounts with Value RoadmapAccount Reviews and Account PlansExecutive Business Reviews deliveredPipeline coverageNumber of public references (paper, Article, Webinar, Conference presentation, etc)Active users on one-to-many channels for assigned portfolios (Cognite Academy, Cognite HUB)LaggingNet Dollar retention for the portfolioDollar churn for the portfolioMonthly Active UsersSkills that will help you stand out:Experience with data contextualization technology and software as a service (SaaS);MEDDPICC and Command the Message experienceCRM experience (SalesForce and Gainsight, preferred)A proven track record of turning red accounts green through a white-glove approach and partnership with customer stakeholders;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 and maintains a calm approach when operating under pressure andSpeak a language other than English with business fluency.A snapshot of our many perks and benefits as a Cogniter* 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, follow us on Instagram @cognitedata to know more* 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* Join our HUB to be part of the conversation directly with Cogniters and our partners.Why choose Cognite?Join us in making a real and lasting impact in one of the most exciting and fastest-growing new software companies in the world. We have repeatedly demonstrated that digital transformation, when anchored on strong DataOps, drives business value and sustainability for clients and allows front-line workers, as well as domain experts, to make better decisions every single day. We were recognized as one of CNBC's top global enterprise technology startups powering digital transformation And just recently, Frost & Sullivan named Cognite a Technology Innovation Leader Apply todayIf you're excited about the opportunity to work at Cognite and make a difference in the tech industry, we encourage you to apply today We welcome candidates of all backgrounds and identities to join our team. Please do not hesitate to contact our Talent Acquisition team with any questions -We encourage you to follow us on Cognite LinkedIn; we post all our openings there.Equal OpportunityCognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment; everyone we hire will receive the same level of consideration for training, compensation, and promotion.We ask for gender as part of our application because we want to ensure equal assessment in the recruitment process. Your answer will help us reach this commitment However, the question about gender is optional and your choice not to answer will not affect the assessment of your application in any way. #J-18808-Ljbffr