Deal Design Manager (Commercial Architect)

About the role

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 digital transformation to drive operational improvements. The company’s Moonshot is to unlock $100B in customer value by 2035 and redefine how global industry works. Cognite is a global leader in industrial software, driving the generative AI era across manufacturing, energy, and continuous process industries. Its flagship Industrial DataOps platform, Cognite Data Fusion®, breaks down complex IT/OT/ET data silos to build a unified, contextualized data foundation. Through strategic partnerships with global hyperscalers and system integrators, Cognite helps industrial supermajors move from localized pilots to repeatable, high‑ROI autonomous workflows scaled across the enterprise. As part of creating Cognite 3.0, the company is introducing a strategic, elite commercial profile: the Deal Design Manager.

Responsibilities

• Commercial Deal Architecture: Partner as a strategic advisor to sales leaders on complex, multi-year enterprise SaaS transactions. Design creative commercial options, trade-offs, and alternative structures where no clear precedent exists, ensuring Sales is equipped with multiple paths to yes.
• Strategic Collaborative Navigation, Principled Negotiation & Margin Governance: Act as the primary enabler for revenue compliance. Appropriately challenge pricing model deviations and unbundle service-heavy agreements to optimize high-margin software components that bring value to the customer. Act as the commercial subject matter expert. When requested, participate directly in customer-facing commercial discussions to explain pricing models, structured contract clauses, or helping the customer understand the value of our deal.
• Cross-Functional Orchestration: Lead the alignment of deal terms across Legal, Finance, Product Management, and the Executive Team to streamline internal approval bottlenecks. Guide Sales Reps in optimizing the commercial elements of every transaction. Help unbundle service-heavy agreements, suggesting structured software-led alternatives or partner-driven delivery models that protect Cognite’s long-term gross margins while matching the customer's budget constraints.
• GenAI-Powered Proposal Review & Governance (Shape): Champion the optimization of our commercial governance process. Deploy, calibrate, and leverage advanced GenAI tools (e.g., automated proposal engines, LLM-based contract/SLA scanners) to conduct comprehensive "first-pass" reviews of draft proposals, identifying non-standard liabilities, revenue recognition risks (ASC 606