Senior Customer Business Executive / Senior Account Manager in London

Cognite operates at the forefront of industrial digitalization, building AI and data solutions that solve some of 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.

Our moonshot is bold: unlock $100B in customer value by 2035 and redefine how global industry works.

What Cognite is Relentless to achieve

We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not step back - you'll feel at home here. Join us in this venture where AI and data meet ingenuity, and together, we forge the path to a smarter, more connected industrial future.

How you’ll demonstrate Ownership

• 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.
• Developing an account strategy and maintaining 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 according for that territory.
• 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.
• Identifying and assessing renewal risks for customers' license subscriptions and collaborating 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.

The Impact you bring to Cognite

• 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 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.
• Speak a language other than English with business fluency.

Metrics to success:

• Leading Number of Customer Success Qualified Leads (CSQL).
• Accounts with Value Roadmap.
• Account Reviews and Account Plans.
• Number of public references (paper, Article, Webinar, Conference presentation, etc).
• Active users on one-to-many channels for assigned portfolios (Cognite Academy, Cognite HUB).
• Net Dollar retention for the portfolio.
• Dollar churn for the portfolio.
• Monthly Active Users.

Required Qualifications

• 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.

Cognite 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.