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 Impact you bring to Cognite

You lead through data and financial rigor, but you influence through outcomes, trust, and cross-functional alignment. You build teams that operate as strategic partners to Sales, Product, and Engineering—not downstream executors—and you are known for reducing, not creating, friction across the customer lifecycle.

The Pace: You’ll operate in a fast-scaling SaaS and industrial AI environment, scaling toward global market leadership in industrial data and AI. You will be accountable for building and leading a world-class value delivery organization across Europe that consistently delivers measurable customer outcomes, protects and grows services margins, and fuels expansion and renewals. This is an environment where speed, precision, and cross-functional alignment are non-negotiable

How you’ll demonstrate Ownership

We’re seeking a Vice President, Value Delivery – Europe who is the Regional GM for services: fully accountable for P&L, customer outcomes, and organizational scalability, while protecting customer trust and cross-functional alignment. You treat delivery as a lever for long-term account value and product adoption, not just implementation. You obsess over utilization, margin, forecast accuracy, and customer satisfaction—and you know how to build systems, teams, and rituals that continuously improve those metrics.

​If you’ve led multi-market professional services organizations, scaled from regional player to global contender, and consistently turned complex industrial data programs into referenceable success stories—this role is for you. As Vice President, Value Delivery – Europe, you will own and drive the complete P&L performance of professional services delivery across the region. Your success will be measured by your ability to:

• Deliver measurable customer outcomes that prove the value of Cognite Data Fusion and our AI capabilities.
• ​Achieve and exceed aggressive growth and profitability targets for services in Europe.
• ​Build, lead, and retain a high-performing delivery organization that can scale with Cognite’s product roadmap and go-to-market strategy.

Regional P&L leadership & financial performance

• Own full financial accountability for the European services business, including costs, margins, and investment decisions.
• Drive profitable growth through strategic pricing, disciplined resource optimization, and operational efficiency.
• Manage the regional budget across personnel, partners, technology, travel, and operations, ensuring investments are tied to value creation.
• Partner with Finance and Operations on accurate revenue recognition, project accounting, margin analysis, and portfolio-level reporting.
• Ensure accurate forecasting, budgeting, and financial reporting with clear visibility into risk and upside.
• Track and improve delivery KPIs such as utilization, forecast accuracy, profitability, and cash.

Staffing, capacity planning & resourcing

• Lead workforce planning with the Staffing Manager to ensure optimal staffing for current and forecasted demand.
• Monitor utilization and productivity, proactively addressing capacity gaps or surpluses before they impact delivery or margins.
• Implement scalable resourcing models blending full-time, contract, and partner resources.
• Align resource allocation with strategic priorities, key customers, and long-term account value—not just short-term revenue.

Delivery excellence & customer success

• Enforce and evolve delivery standards that ensure consistent, repeatable customer success in line with PMO frameworks.
• Serve as executive sponsor for strategic accounts, leading complex implementations from kickoff to value realization.
• Own executive-level escalation management, resolving critical issues while protecting relationships and outcomes.
• Drive continuous improvement in methodologies, playbooks, and operating models informed by customer feedback and market signals.
• Partner with Account Executives and Value Engineering to validate and communicate business outcomes from Cognite deployments.

Team leadership & capability building

• Partner with Talent Acquisition and HR to recruit, onboard, and retain top delivery talent across Europe.
• Recognize and reward contributions based on customer outcomes, commercial impact, and operational excellence.
• Build strong cross-functional collaboration with Sales, Product, and Engineering across the customer lifecycle.
• Foster a culture of accountability, collaboration, innovation, and disciplined, high-quality project and portfolio data.

Strategic partnership & growth

• Partner with regional sales leadership to jointly identify and pursue expansion opportunities within existing accounts, using delivery as a growth lever while preserving trust and alignment.
• ​Enable partners through training, co-delivery models, and clear  standards so they can scale implementations effectively and represent Cognite in a way that reinforces customer trust.
• Contribute to the global services and value delivery strategy with regional insights, best practices, and competitive intelligence.
• Drive thought leadership via customer case studies, executive briefings, and industry conferences that showcase quantified business impact.

You will monitor and report on key value delivery metrics, including:

• Business outcomes validated with Account Executives and Value Engineering Operations 
• Project success rate and on-time delivery.
• Budget adherence and cost variance.
• Forecast accuracy for financials and resources.
• Customer satisfaction and loyalty (CSAT, NPS, executive sponsor sentiment).
• Team utilization, engagement, and retention.
• Escalation rates, time-to-resolution, and systemic fixes implemented.

The Impact you bring to Cognite

• 15+ years of professional services leadership experience in SaaS, enterprise software, or industrial technology, with demonstrable P&L ownership; Multi-market leadership experience across European geographies, with sensitivity to local market dynamics, regulations, and talent landscapes.
• ​Proven track record of managing a services P&L of 20M+ with responsibility for revenue, margin, and team performance in complex B2B environments.
• ​Deep expertise in industrial data, IoT, or digital transformation programs.
• ​Exceptional financial acumen with the ability to drive profitable growth through strategic resource allocation, pricing, and operational excellence.
• ​Proven ability to build, lead, and retain high-performing, multi-disciplinary delivery teams in competitive talent markets.
• ​Experience managing complex, multi-million dollar customer implementations with multiple stakeholders, vendors, and technical complexity.
• ​Strong understanding of industrial AI, data analytics, and digital twin technologies, with the ability to articulate business value to both technical and executive audiences.
• ​Experience with cloud platforms and SaaS delivery models in enterprise B2B environments, including familiarity with industrial data standards and OT/IT integration challenges.

Key Competencies

• Data-driven decision maker who uses metrics, analytics, and forecast scenarios to optimize performance and drive continuous improvement.
• ​Customer-obsessed leader with a proven ability to translate complex technical solutions into clear, measurable business outcomes.
• ​Strong executive presence and communication skills, capable of influencing C-level stakeholders across cultures and geographies with compelling narratives and data.
• Entrepreneurial, results-oriented mindset, comfortable with ambiguity and known for consistently exceeding aggressive growth and profitability targets.
• ​Proven ability to lead, mentor, and develop large, diverse teams across multiple locations.
• ​Ability to align delivery operations tightly with broader business goals, including product adoption, renewals, and expansion.
• ​Skilled in long-term planning, risk management, and organizational scaling in fast-changing environments.