Business Development Director

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. Location: Field / Remote Travel: Approximately 50% (Client sites & Texas / Arizona offices) About Cognite Cognite is a global industrial Software-as-a-Service (SaaS) company enabling the full-scale digital transformation of heavy-asset industries. Our core software product, Cognite Data Fusion (CDF), powers companies with contextualized OT/IT data to develop and scale solutions that increase safety, sustainability, and operational efficiency while driving revenue. Role Overview As a Business Development Director within our Supply Chain Center of Excellence (CoE) , you will drive Cognite’s growth by winning new Supply Chain business within accounts headquartered in your territory. Operating as a subject matter expert, you will leverage deep domain insights to help customers transform their supply chain value chain using Cognite Applications and the Cognite Data Fusion Platform. Key Responsibilities Territory & CoE Strategy: Develop and execute a targeted territory strategy to accelerate bookings growth and secure high-impact supply chain clients. Pipeline Generation: Actively prospect and leverage your personal network to generate pipeline, providing compelling \"commercial insights\" on optimizing the supply chain value chain. Complex Sales Execution: Lead extended territory teams (including pre-sales and technical experts) through complex enterprise sales cycles to exceed bookings targets. Value-Based Selling: Quantify ROI and present strong business cases to help enterprise executives justify software investments. Partner-savvy: work with partners to qualify and progress their pipeline, and drive joint engagements on qualified opportunities. Deal Negotiation: Support the Account / Engagement Leader in negotiating favorable pricing and commercial terms with C-level executives by demonstrating the long-term strategic value of Cognite’s solutions. Cross-Functional Collaboration: Partner closely with internal Product Management and Marketing teams to feed real-market supply chain insights back into product strategy. Sales Hygiene & Forecasting: Support the Account Leaders and their First Line Managers in accurately forecasting monthly/quarterly bookings and maintaining up-to-date account records in Salesforce.com. Knowledge, Skills, Abilities (KSAs) & Competencies Core Competencies: Domain & Industry Expertise: Deep domain expertise in complex Supply Chain operations for Energy, Manufacturing or Power Utilities verticals. Understanding of Production operations and industry x.0 initiatives is also required. Strategic Value Selling: Ability to sell value and build quantified ROI frameworks for prospective buyers. Informal Leadership, Influence & Autonomy: High degree of self-motivation, time management, and ability to informally lead and effectively influence cross-functional deal teams. Executive Communication: Stellar presentation, written, and verbal communication skills tailored for C-suite engagement. Knowledge & Technical Requirements: Enterprise Software/SaaS: Proven mastery of selling complex analytics or data platforms (e.g., AI, Big Data, Data Warehousing, Business Intelligence, Machine Learning). Data Ecosystems: Familiarity with modern data architectures and tools, such as Big Data frameworks (Hadoop, Spark, Hive, BigQuery), Data Warehouses, and Machine Learning. Role Qualifications Industry Experience: 10+ years of experience in the Manufacturing and broader industrial supply chain environment. Sales Track Record: 7+ years of direct or in-support sales experience, selling enterprise software/SaaS (BI, Big Data, Advanced Analytics, or AI/ML) to C-level executives, Management and operations. Proven Performance: Demonstrated history of consistently meeting or exceeding SaaS bookings goals in direct / partner / channel-based sales models Environment Experience: Prior experience operating in high-growth startup environments (Series A, B, or C stage). Education: Bachelor’s degree required. What Makes Us Great & Perks Culture & Values: High autonomy, a culture of speed and openness, social and diversity initiatives (View email address on click.appcast.io), and a commitment to innovation. Compensation & Benefits: Competitive base + variable compensation, 401(k) employer matching, fully covered health/dental/vision/disability premiums, and learning stipends. Workplace Flexibility: Unlimited PTO, paid parental leave, and catered company lunches. 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. #J-18808-Ljbffr