About the role
Cognite - AI for Industry
What Cognite is: Relentless to achieve
Cognite operates at the forefront of industrial digitalization, building AI, and data solutions that solve 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.
We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you’ll feel right at home here.
Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future.
How you’ll demonstrate Ownership
As the VP of Account Management, you are responsible for the overarching strategy and commercial success of our largest and most complex Japanese accounts. You lead the end-to-end "Land, Expand, and Scale" lifecycle strategy across a portfolio with a total potential value exceeding $5.5M+ ARR. This role requires the executive vision to shape long-term partnership strategies at the C-suite level while mentoring high-performing teams to drive deep technical value at the site level. You will orchestrate the global Cognite ecosystem, transforming customer relationships into lasting strategic partnerships.
Key Performance Indicators (KPIs
To ensure alignment with Cognite’s $100B growth target, the Senior Strategic AE will be measured against the following metrics:
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Net New ARR Generation: Achieving annual quota targets specifically from Scaled customers..
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Value Realization (Expansion): Identifying and securing a minimum of $1.5M in annual expansion opportunities within existing accounts.
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Stakeholder Breadth: Documented engagement and multi-threading across at least four distinct business units (e.g., Upstream, Downstream, Renewables, IT) per global account.
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Forecast Accuracy: Maintaining +/- 10% variance on monthly and quarterly forecasts through rigorous MEDDPICC discipline.
NRR: Maintaining the existing customer without churn and include 20% for the exist ARR.
Strategic Goals
The following goals define "success" in the first 12–24 months of this role:
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Strategic Expansion Roadmap: Develop and execute comprehensive account plans that drive cross-functional use-case adoption and deliver incremental business value. Establish clear methodologies to scale existing portfolios and achieve defined annual ARR growth targets.
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Ecosystem Orchestration: Establish a repeatable "Account War Room" cadence involving Field Engineering and Product to resolve technical "Build vs. Buy" roadblocks.
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C-Level Advocacy: Convert at least two skeptical C-suite stakeholders (e.g., VP of Operations or CFO) into active "Champions" who will provide external references.
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Competitive Displacement: Execute a successful "Value-Centric Defense" to proactively nullify a major incumbent or niche competitor foothold.
Key Responsibilities
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Global Account Orchestration: Lead the "Cognite Village"—including Field Engineering, Product, and Delivery—to execute multi-site rollouts and enterprisewide adoption.
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Complex Value Engineering: Identify and quantify unrealized value pools (e.g., $17M+ annual site savings) to transition accounts from pilots to multi-year enterprise agreements.
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Political & Strategic Navigation: Masterfully navigate global reorganizations and mergers within client organizations, ensuring continuity and growth even when original champions exit.
Value-Centric Defense: Proactively nullify high-tier competitors by positioning Cognite’s Open Interoperability and superior multimodal industrial data handling.
The Impact you bring to Cognite
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Industrial Builder DNA: 15+ years of experience closing multi-million dollar deals in industrial software, with a proven track record of scaling accounts to $22M+ ARR.
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Comfort with Complexity: Proven ability to navigate convoluted global organizational structures and extremely complex technical OT/IT environments.
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Strategic Business Acumen: Fluently translates digital transformation into EBITDA improvement and Cash Flow acceleration.
Grit: Demonstrates resilience and a proactive approach to overcoming significant setbacks
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.
Equal Opportunity
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.
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