How you’ll demonstrate Ownership

The Enterprise Field Engineering team leads the technical relationship as a customer scales beyond initial implementations and deployments into broader expansion and full enterprise-wide adoption. Enterprise Field Engineers help to validate technology fit, architect and demonstrate new use cases and support deployment and operationalization as adoption expands. They are also essential in enabling our partner ecosystem, ensuring solution integrity, and elevating the Cognite experience through feedback loops to Product and Customer Enablement.

The Impact you bring to Cognite

Client Engagement and Solution Development

• You act as a technical liaison to key clients, establishing trusted relationships and ensuring alignment on solutions, integration architectures, and technical roadmaps to secure their willingness and confidence to scale and expand their use of Cognite Data Fusion®.
• Your close collaboration with Account Managers and Sales teams results in identified and prioritized client opportunities that drive mutual business value.

Client Education and Technical Representation

• You educate clients on Cognite Data Fusion® and related offerings, leading to successful adoption, solution integration, and value realization.
• You develop client-focused demos, reference architectures, and solution accelerators utilized by Cognite teams and customers.
• You represent Cognite in client meetings, workshops, and technical briefings to leverage your technical expertise to  build client confidence.

Internal Collaboration and Product Alignment

• You act as a bridge between clients and Cognite’s Product organization, translating client feedback and needs into clear, actionable product requirements.
• You ensure client-integrated solutions are technically feasible, scalable, and aligned with Cognite’s broader product strategy.
• You provide continuous technical feedback and market insights from client interactions to inform product development and enhance competitive positioning.

Sales and Field Engineering Enablement

• You partner with field engineering and sales teams to provide technical support on client opportunities, including technical account strategy, solution architecture, and use-case development.
• You serve as a technical escalation point for complex client engagements, offering guidance and assistance to the broader sales organization.
• You organize and manage client workshops and technical meetings, ensuring high-quality execution and alignment with client objectives.

Technical Leadership and Best Practices

• You develop and promote best practices, frameworks, and reference architectures to strengthen Cognite’s position as a leader in client-focused industrial solutions.
• You mentor other Field Engineers, sharing technical expertise and best practices related to client engagement and solution development.
• You share insights and learnings from client interactions to enhance team effectiveness and responsiveness to market demands.

Required qualifications

• Extensive experience (5+ years) in solution architecture, field engineering, or technical presales/postsales roles, ideally in enterprise SaaS, cloud platforms, or industrial software.
• Hands-on in Python, as well as good hands-on expertise with software development best practices.
• Strong client-facing skills, with experience building trusted relationships with technology partners, enterprise clients, and internal stakeholders to co-create solutions and drive joint opportunities.
• Expertise in industrial data, OT/IT convergence, and data integration patterns, with the ability to design scalable architectures that connect operational and enterprise systems.
• Good understanding of data platforms, APIs, and integration methods, including data pipelines, storage, security, and governance — particularly in cloud and hybrid environments.

Preferred qualifications

• Education or practical experience relevant to our key industry focus areas. (E.g. petroleum engineering, chemical engineering, mechanical engineering, control system engineering, process engineering, etc.)
• Knowledge of services and architectures provided by hyper scalers such as Azure, AWS and GCP.
• Demonstrated ability to lead technical validations and solution accelerators that showcase the value of complex integrated solutions to partners and customers.
• Experience working closely with product and engineering teams, providing field feedback to shape product development and align solutions with customer and partner needs.
• Strong communication, presentation, and influencing skills, with the ability to translate complex technical concepts into business value for diverse audiences including executives, partners, and technical teams.

How you’ll demonstrate Ownership

What You’ll Do

• AI-driven forecasting and pipeline health
• Own the cadence for forecasting and pipeline calls using Clari. While the VP sets the overall strategy, you are responsible for data accuracy and ensuring clear prioritization.
• Use AI tools (e.g. Clari, Claude Code, Gemini) to generate rolling, real-time forecast scenarios and continuously monitor and score pipeline health.
• Turn real-time, AI-scored deal data into clear narratives for executive leadership, proactively highlighting risk and helping to mitigate forecast variances well ahead of quarter-end.
• Territory management
• Lead the territory setting process by defining criteria for geographic and vertical assignments.
• Ensure each representative has a fair, data-driven path to achieving quota.
• Funnel, market, and deal analytics
• Build and maintain models that show how field activities convert to revenue.
• When a territory underperforms, analyze contributing factors and refine the model and recommendations accordingly.

The Impact you bring to Cognite

• You foster a culture of shared responsibility by leading complex projects across multiple teams.
• You influence team goals by propelling department-wide goals and motivating cross-functional teams.
• You solve complex, ambiguous problems independently by pushing boundaries and designing new ways of operating.
• Executive Presence: You command the room when presenting to senior leaders, turning raw data into high-conviction narratives that drive immediate action.
• Strategic Growth Mindset: You don’t just report on the past; you build predictive models that identify the next $100M opportunity within our existing customer base.
• Change Management: You excel at navigating a fast-scaling organization, bringing global teams along as you implement new, AI-integrated workflows.

To align with Cognite’s hub strategy, this role is based in Houston, Phoenix, or Boston.

You will support global teams across multiple time zones. Depending on business needs and the quarter's stage, extended hours beyond the normal business day may be required. Evening and/or weekend work may be needed occasionally.

Required Qualifications

• 7–10 years of experience in Revenue Operations or Sales Operations, with a proven track record of scaling core revenue processes in a high-growth SaaS environment.
• Expert-level proficiency in the Revenue Tech Stack: Salesforce, Clari, and a demonstrated ability to use AI tools (e.g., Gemini, Claude) for deep-dive analysis and automation.
• Global Operational Experience: Proven ability to manage complex territory and commission structures across multiple international regions.

Preferred Experience

• Data Visualization Mastery: Experience with Power BI or similar tools to build executive-level dashboards that visualize the end-to-end "Land-to-Expand" funnel.
• Industrial Domain Knowledge: Familiarity with the digital transformation needs of heavy assets industries (Oil & Gas, Manufacturing, Power & Utilities).
• Advanced Degree: MBA or equivalent experience in a highly analytical field.

A snapshot of our many perks and benefits as a Cogniter

How you’ll demonstrate Ownership

As the Sales Account Executive, you will engage with prospects to win business from large companies in the Life Sciences verticals. . You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations.

• Achieve bookings targets while developing satisfied and reference-able customers
• Develop and execute a territory strategy to drive bookings growth and win new customers
• Through active prospecting and your personal network of contacts, generate new pipeline and provide “commercial insights” to prospective clients on how Cognite’s solutions will address the most important areas of their value chain
• Manage complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers
• Utilize value-selling processes alongside demonstrating a wealth of knowledge of Cognite’s solutions and how they impact our customer’s value realization
• Negotiate favorable pricing and business terms with large enterprises by selling value and ROI
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers
• Accurately forecast monthly and quarterly results
• Update salesforce.com on a regular basis
• Provide timely and insightful input back to other corporate functions, particularly product management and marketing
• Present and demonstrate our solutions in-person and via web-based presentations
• Approximately 50% travel on client site and to our European offices
• Develop a commanding knowledge of Cognite’s solutions and how they uniquely drive value realization with your customers

The Impact you bring to Cognite

• Detail oriented, high-energy sales professional with strong relationship-building skills and a focus on delighting customers in every phase of our engagements
• Proven experience selling at C-Level both in business and IT
• Specific experience in selling SaaS solutions, cloud deployments  and subscription pricing model, commanding a deep understanding of software sales processes and terminology including ARR, NRR, TCV and Services Bookings
• Self-starter, able to work in a team environment, and superb time management and prioritization skills
• Excellent communication skills, including stellar presentation skills
• Has demonstrated a dedication to driving standardization to sales processes to ensure consistent and scalable results
• Committed to value based selling and is savvy at helping customers create business cases with quantified ROI to justify new investments
• Can explain the respective value chains for process and discrete manufacturing - including the key economic drivers; the business, people, and technical inter-dependencies; the digitalization opportunity with Industry 4.0
• Well-versed in important manufacturing use cases, such as yield optimization, production visibility, higher operator productivity, quality improvement, predictive maintenance, and higher machine utilization
• Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning

Required Qualifications and Preferred Experiences 

• 3+ years successful Software Sales Experience into Life Sciences companies is required (Pharma, Bio-Pharma and Contract Manufacturing, Medical Devices and Medical Products)
• 3+ years of direct sales experience carrying and exceeding a quota and selling enterprise software/ software-as-a-service (Business Intelligence/ Data Warehouse/ Big Data/ Advanced Analytics/ Machine Learning/Automation/Operational Technology) to C-level executives
• Previous training in Command of the Message, MEDDPICC and Salesforce is a plus, but not a requirement.
• Minimum Bachelor’s degree. A relevant Master’s degree is preferred.

How you’ll demonstrate Ownership

The Enterprise Field Engineering team leads the technical relationship as a customer scales beyond initial implementations and deployments into broader expansion and full enterprise-wide adoption. Enterprise Field Engineers help to validate technology fit, architect and demonstrate new use cases and support deployment and operationalization as adoption expands. They are also essential in enabling our partner ecosystem, ensuring solution integrity, and elevating the Cognite experience through feedback loops to Product and Customer Enablement.

The Impact you bring to Cognite

Client Engagement and Solution Development

• You act as a technical liaison to key clients, establishing trusted relationships and ensuring alignment on solutions, integration architectures, and technical roadmaps to secure their willingness and confidence to scale and expand their use of Cognite Data Fusion®.
• Your close collaboration with Account Managers and Sales teams results in identified and prioritized client opportunities that drive mutual business value.

Client Education and Technical Representation

• You educate clients on Cognite Data Fusion® and related offerings, leading to successful adoption, solution integration, and value realization.
• You develop client-focused demos, reference architectures, and solution accelerators utilized by Cognite teams and customers.
• You represent Cognite in client meetings, workshops, and technical briefings to leverage your technical expertise to  build client confidence.

Internal Collaboration and Product Alignment

• You act as a bridge between clients and Cognite’s Product organization, translating client feedback and needs into clear, actionable product requirements.
• You ensure client-integrated solutions are technically feasible, scalable, and aligned with Cognite’s broader product strategy.
• You provide continuous technical feedback and market insights from client interactions to inform product development and enhance competitive positioning.

Sales and Field Engineering Enablement

• You partner with field engineering and sales teams to provide technical support on client opportunities, including technical account strategy, solution architecture, and use-case development.
• You serve as a technical escalation point for complex client engagements, offering guidance and assistance to the broader sales organization.
• You organize and manage client workshops and technical meetings, ensuring high-quality execution and alignment with client objectives.

Technical Leadership and Best Practices

• You develop and promote best practices, frameworks, and reference architectures to strengthen Cognite’s position as a leader in client-focused industrial solutions.
• You mentor other Field Engineers, sharing technical expertise and best practices related to client engagement and solution development.
• You share insights and learnings from client interactions to enhance team effectiveness and responsiveness to market demands.

Required qualifications

• Extensive experience (5+ years) in solution architecture, field engineering, or technical presales/postsales roles, ideally in enterprise SaaS, cloud platforms, or industrial software.
• Hands-on in Python, as well as good hands-on expertise with software development best practices.
• Strong client-facing skills, with experience building trusted relationships with technology partners, enterprise clients, and internal stakeholders to co-create solutions and drive joint opportunities.
• Expertise in industrial data, OT/IT convergence, and data integration patterns, with the ability to design scalable architectures that connect operational and enterprise systems.
• Good understanding of data platforms, APIs, and integration methods, including data pipelines, storage, security, and governance — particularly in cloud and hybrid environments.

Preferred qualifications

• Education or practical experience relevant to our key industry focus areas. (E.g. petroleum engineering, chemical engineering, mechanical engineering, control system engineering, process engineering, etc.)
• Knowledge of services and architectures provided by hyper scalers such as Azure, AWS and GCP.
• Demonstrated ability to lead technical validations and solution accelerators that showcase the value of complex integrated solutions to partners and customers.
• Experience working closely with product and engineering teams, providing field feedback to shape product development and align solutions with customer and partner needs.
• Strong communication, presentation, and influencing skills, with the ability to translate complex technical concepts into business value for diverse audiences including executives, partners, and technical teams.

How you’ll demonstrate Ownership

The Impact you bring to Cognite

The Impact you bring to Cognite

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

• 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.

How you’ll demonstrate Ownership

The Enterprise Field Engineering team leads the technical relationship as a customer scales beyond initial implementations and deployments into broader expansion and full enterprise-wide adoption. Enterprise Field Engineers help to validate technology fit, architect and demonstrate new use cases and support deployment and operationalization as adoption expands. They are also essential in enabling our partner ecosystem, ensuring solution integrity, and elevating the Cognite experience through feedback loops to Product and Customer Enablement.

The Impact you bring to Cognite

Client Engagement and Solution Development

• You act as a technical liaison to key clients, establishing trusted relationships and ensuring alignment on solutions, integration architectures, and technical roadmaps to secure their willingness and confidence to scale and expand their use of Cognite Data Fusion®.
• Your close collaboration with Account Managers and Sales teams results in identified and prioritized client opportunities that drive mutual business value.

Client Education and Technical Representation

• You educate clients on Cognite Data Fusion® and related offerings, leading to successful adoption, solution integration, and value realization.
• You develop client-focused demos, reference architectures, and solution accelerators utilized by Cognite teams and customers.
• You represent Cognite in client meetings, workshops, and technical briefings to leverage your technical expertise to  build client confidence.

Internal Collaboration and Product Alignment

• You act as a bridge between clients and Cognite’s Product organization, translating client feedback and needs into clear, actionable product requirements.
• You ensure client-integrated solutions are technically feasible, scalable, and aligned with Cognite’s broader product strategy.
• You provide continuous technical feedback and market insights from client interactions to inform product development and enhance competitive positioning.

Sales and Field Engineering Enablement

• You partner with field engineering and sales teams to provide technical support on client opportunities, including technical account strategy, solution architecture, and use-case development.
• You serve as a technical escalation point for complex client engagements, offering guidance and assistance to the broader sales organization.
• You organize and manage client workshops and technical meetings, ensuring high-quality execution and alignment with client objectives.

Technical Leadership and Best Practices

• You develop and promote best practices, frameworks, and reference architectures to strengthen Cognite’s position as a leader in client-focused industrial solutions.
• You mentor other Field Engineers, sharing technical expertise and best practices related to client engagement and solution development.
• You share insights and learnings from client interactions to enhance team effectiveness and responsiveness to market demands.

Required qualifications

• Extensive experience (5+ years) in solution architecture, field engineering, or technical presales/postsales roles, ideally in enterprise SaaS, cloud platforms, or industrial software.
• Hands-on in Python, as well as good hands-on expertise with software development best practices.
• Strong client-facing skills, with experience building trusted relationships with technology partners, enterprise clients, and internal stakeholders to co-create solutions and drive joint opportunities.
• Expertise in industrial data, OT/IT convergence, and data integration patterns, with the ability to design scalable architectures that connect operational and enterprise systems.
• Good understanding of data platforms, APIs, and integration methods, including data pipelines, storage, security, and governance — particularly in cloud and hybrid environments.

Preferred qualifications

• Education or practical experience relevant to our key industry focus areas. (E.g. petroleum engineering, chemical engineering, mechanical engineering, control system engineering, process engineering, etc.)
• Knowledge of services and architectures provided by hyper scalers such as Azure, AWS and GCP.
• Demonstrated ability to lead technical validations and solution accelerators that showcase the value of complex integrated solutions to partners and customers.
• Experience working closely with product and engineering teams, providing field feedback to shape product development and align solutions with customer and partner needs.
• Strong communication, presentation, and influencing skills, with the ability to translate complex technical concepts into business value for diverse audiences including executives, partners, and technical teams.

How you’ll demonstrate Ownership

• Act as a technical liaison to key clients, establishing trusted relationships and ensuring alignment on solutions, integration architectures, and technical roadmaps.
• Collaborate closely with Account Executives and Sales teams to identify and prioritize client opportunities that drive mutual business value.
• Develop scalable, repeatable solutions adapted to specific client requirements in collaboration with internal technical teams.

• Educate clients on Cognite Data Fusion® and related offerings to support successful adoption, solution integration, and value realization.
• Develop client-focused demos, reference architectures, and solution accelerators utilized by Cognite teams and customers.
• Represent Cognite in client meetings, workshops, and technical briefings, demonstrating technical expertise and building client confidence.

• Act as a bridge between clients and Cognite’s Product organization, translating client feedback and needs into clear, actionable product requirements.
• Ensure client-integrated solutions are technically feasible, scalable, and aligned with Cognite’s broader product strategy.
• Provide continuous technical feedback and market insights from client interactions to inform product development and enhance competitive positioning.

• Partner with field engineering and sales teams to provide technical support on client opportunities, including technical account strategy, solution architecture, and use-case development.
• Serve as a technical escalation point for complex client engagements, offering guidance and assistance to the broader sales organization.
• Organize and manage client workshops and technical meetings, ensuring high-quality execution and alignment with client objectives.

• Develop and promote best practices, frameworks, and reference architectures to strengthen Cognite’s position as a leader in client-focused industrial solutions.
• Mentor other Field Engineers, sharing technical expertise and best practices related to client engagement and solution development.
• Share insights and learnings from client interactions to enhance team effectiveness and responsiveness to market demands.

The Impact you bring to Cognite

• Extensive experience (5+ years) in solution architecture, field engineering, or technical presales roles, ideally in enterprise SaaS, cloud platforms, or industrial software.
• Experience in Python.

Preferred Experience

• Education or experience in the energy space. E.g. petroleum engineering, chemical engineering, mechanical engineering, control system engineering.

How you’ll demonstrate Ownership

The Impact you bring to Cognite

• 4-7 years of experience in a high-paced environment (e.g. business development, start-up, sales, consulting, strategy, or similar). 
• Fluent in English plus one of the local languages (Norwegian, Swedish, Danish, Finnish, Dutch) is a desired plus.

Preferred Experience

• Minimum Bachelor’s degree. A relevant Master’s degree is preferred.

A snapshot of our many perks and benefits as a Cogniter