Strategic Account Manager

The role

You will act as the primary architect for high-value global Life Sciences and Pharmaceutical accounts. You will develop account strategies, lead cross-functional teams, and drive growth through value-selling methodologies.

What you will do

• Develop and execute comprehensive account strategies to drive value realization and ARR growth.
• Cultivate multi-level relationships across client manufacturing, quality, IT, and digital leadership.
• Lead a cross-functional extended territory team.
• Apply value-selling methodologies like Command of the Message and MEDDPICC.
• Articulate how technology solves manufacturing and operational challenges in regulated environments.
• Lead complex negotiations for large enterprise contracts.
• Maintain precise forecasts, pipeline data, and detailed account plans.
• Engage directly with clients on-site with approximately 50% travel.

Required qualifications

• 5+ years of direct enterprise software/SaaS sales experience.
• Deep understanding of Life Sciences, Pharmaceutical, or Biotech manufacturing industries.
• High fluency in SaaS, Cloud, Big Data, and Generative AI.
• Ability to manage subscription pricing models and large service programs.
• Ability to navigate organizational politics between Operations, Quality, and IT.
• Ability to build business cases and navigate complex Excel/PowerPoint deliverables.
• Bachelor’s degree.
• Proven track record of selling to C-Level stakeholders across Business and IT.
• Excellent written and verbal communication skills.
• Good presentation skills.

Nice to have

• Master’s degree
• Previous training in Command of the Message or MEDDPICC
• Proficient in Salesforce and modern sales engagement stacks

About the company

Cognite operates at the forefront of industrial digitalization, building AI and data solutions. The company aims to unlock $100B in customer value by 2035.