Senior Customer Business Executive in City of London

Overview

Be among the first 25 applicants. About Cognite: Cognite is a global SaaS company leveraging AI and data to address complex business challenges with offerings including Cognite Atlas AI and Cognite Data Fusion (CDF). Cognite has been recognized for technology leadership across digital industrial platforms and in energy and resources partnerships. We operate in the industrial digital transformation space across Oil & Gas, Chemicals, Pharma and other manufacturing and energy sectors.

About the Role And The Team

One of the teams seeing the most transformation is the Customer Business Executive (CBE) team, which partners with customers to build relationships, learn about their businesses, and drive value based on desired outcomes. We are 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 customers realize the value of our products, including the execution of their customer success plan, achieving business goals, and adopting our product to drive ROI and satisfaction.

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 to develop value roadmaps and customer success plans, charting a path to the customer’s desired outcome with Cognite software
• Drive adoption and usage through training, evangelism, and aligning the solution with customer business goals
• Drive customer engagement using channels such as Cognite Hub, newsletters, webinars, and events
• Identify and execute new use cases and expansion opportunities to additional customer sites
• Contribute to the customer’s success, focusing 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, including negotiating renewals for assigned accounts
• 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 account 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 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 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 (e.g., product usage, NPS, customer value, churn) to identify at-risk accounts and take proactive measures

Qualifications

• To meet the demands of this role, you should have:
• At least a bachelor’s degree in a relevant subject or equivalent work experience
• 5–10 years of experience leading customer engagements as an account manager, customer success manager, or related role
• Understanding of customer success methodologies and practices (e.g., segmentation, customer journey, customer health scoring)
• Commercial experience in renewals and/or upselling enterprise B2B software
• Confidence in running executive business reviews and engaging with C-level sponsors
• Strong writing, presentation, and communication skills
• Proven industry track record and a strong network in the dedicated vertical
• Knowledge of the heavy asset industries such as oil & gas, power and utilities, or manufacturing

Key Performance Indicators

• Leading indicators: number of CSQualified Leads, accounts with value roadmaps, account reviews/plans, executive business reviews, pipeline coverage, references, active users
• Lagging indicators: net dollar retention, dollar churn, monthly active users

Skills That Will Help You Stand Out

• Experience with data contextualization technology and SaaS
• MEDDPICC and Command the Message experience
• CRM experience (SalesForce and Gainsight preferred)
• Proven ability to turn red accounts green through a white-glove approach
• Experience in a high-growth scale-up
• Ability to engage with teams across corporate functions
• Self-sufficient, able to meet deadlines and adapt to changing priorities
• Ability to thrive with limited structure
• Results-oriented, capable of working in a fast-paced environment
• Business fluency in languages beyond English is a plus

Equal Opportunity

Cognite is committed to creating a diverse and inclusive environment and is an equal opportunity employer. All qualified applicants will receive consideration for employment, training, compensation, and promotion. The company may use AI tools to support parts of the hiring process; final decisions are made by humans. For more information about data processing, please contact us.

Job Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Business Development and Sales
• Industries: Software Development