Location: Field / Remote
Travel: Approximately 50% (Client sites & Texas / Arizona offices)
Role OverviewAs a
Business Development Director within our Supply Chain Center of Excellence (CoE), you will drive Cognite's growth by winning new Supply Chain business within accounts headquartered in your territory. Operating as a subject matter expert, you will leverage deep domain insights to help customers transform their supply chain value chain using Cognite Applications and the Cognite Data Fusion Platform.
Key Responsibilities- Territory & CoE Strategy: Develop and execute a targeted territory strategy to accelerate bookings growth and secure high-impact supply chain clients.
- Pipeline Generation: Actively prospect and leverage your personal network to generate pipeline, providing compelling "commercial insights" on optimizing the supply chain value chain.
- Complex Sales Execution: Lead extended territory teams (including pre-sales and technical experts) through complex enterprise sales cycles to exceed bookings targets.
- Value-Based Selling: Quantify ROI and present strong business cases to help enterprise executives justify software investments.
- Partner-savvy: work with partners to qualify and progress their pipeline, and drive joint engagements on qualified opportunities.
- Deal Negotiation: Support the Account / Engagement Leader in negotiating favorable pricing and commercial terms with C-level executives by demonstrating the long-term strategic value of Cognite's solutions.
- Cross-Functional Collaboration: Partner closely with internal Product Management and Marketing teams to feed real-market supply chain insights back into product strategy.
- Sales Hygiene & Forecasting: Support the Account Leaders and their First Line Managers in accurately forecasting monthly/quarterly bookings and maintaining up-to-date account records in Salesforce.com.
Knowledge, Skills, Abilities (KSAs) & CompetenciesCore Competencies:- Domain & Industry Expertise: Deep domain expertise in complex Supply Chain operations for Energy, Manufacturing or Power Utilities verticals. Understanding of Production operations and industry x.0 initiatives is also required.
- Strategic Value Selling: Ability to sell value and build quantified ROI frameworks for prospective buyers.
- Informal Leadership, Influence & Autonomy: High degree of self-motivation, time management, and ability to informally lead and effectively influence cross-functional deal teams.
- Executive Communication: Stellar presentation, written, and verbal communication skills tailored for C-suite engagement.
Knowledge & Technical Requirements:- Enterprise Software/SaaS: Proven mastery of selling complex analytics or data platforms (e.g., AI, Big Data, Data Warehousing, Business Intelligence, Machine Learning).
- Data Ecosystems: Familiarity with modern data architectures and tools, such as Big Data frameworks (Hadoop, Spark, Hive, BigQuery), Data Warehouses, and Machine Learning.
Role Qualifications- Industry Experience: 10+ years of experience in the Manufacturing and broader industrial supply chain environment.
- Sales Track Record: 7+ years of direct or in-support sales experience, selling enterprise software/SaaS (BI, Big Data, Advanced Analytics, or AI/ML) to C-level executives, Management and operations.
- Proven Performance: Demonstrated history of consistently meeting or exceeding SaaS bookings goals in direct / partner / channel-based sales models
- Environment Experience: Prior experience operating in high-growth startup environments (Series A, B, or C stage).
- Education: Bachelor's degree required.
What Makes Us Great & Perks- Culture & Values: High autonomy, a culture of speed and openness, social and diversity initiatives (Together@Cognite), and a commitment to innovation.
- Compensation & Benefits: Competitive base + variable compensation, 401(k) employer matching, fully covered health/dental/vision/disability premiums, and learning stipends.
- Workplace Flexibility: Unlimited PTO, paid parental leave, and catered company lunches.
Learn more about us- 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.
