Justin Hester

Go-getter
DISC Type : d

Vice President of Customer Value, Insights, and Industries at Cognite

Greater Boston, United States

Overview

Justin Hester is the Vice President of Customer Value, Insights, and Industries at Cognite, focusing on SaaS transformation and go-to-market strategy. With over 20 years of experience, they blend expertise in customer success with a background in manufacturing and industrial innovation. They completed an executive leadership program at Stanford University.

Outside of work, Justin is a passionate and vocal advocate for workplace inclusivity and LGBTQIA+ issues. They frequently speak on panels and at events, aiming to foster environments where employees can be their authentic selves and feel safe to take risks.

Justin holds a patent for a mechanical device called a "Pivot Roller Head, " reflecting their deep roots in manufacturing.

Personality Overview

Challenger

Decisive

Fast-Paced

They don’t always try to control the conversation but neither do they like yielding it fully.  They respond well to confident salespeople. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

Customer Value Realization
This is the core of their current role at Cognite and the central theme of their recent speaking engagements at Customer Success summits.
LGBTQIA+ Advocacy
A deeply held personal passion, they are a frequent panelist and speaker on creating inclusive and equitable workplaces for the LGBTQIA+ community.
SaaS Transformation
Their career has focused on leading digital and SaaS transformations, previously driving hyper-growth for SaaS offerings at PTC.

Media Appearances

Justin has no verified media appearances

Work History

9-2022
Vice President of Customer Value, Insights, and Industries at Cognite
11-2025
Strategic Advisor at Enablism
1-2024
Founder and Managing Partner at Centric Advisory
8-2024
Limited Partner at Apprentis Ventures
4-2022 - 9-2022
Senior Director, Strategic Business Development at PTC

Education

Executive Leadership Development Program from Stanford University Graduate School of Business
2010 - 2011
Master of Science (M.S.) from Oakland University

More Information

Social Presence :

Prographics :

Exp : 6 Location : Greater Boston, United States Job Level : Senior Designation : Vice President of Customer Value, Insights, and Industries at Cognite
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Insights For Selling To Justin

During A Call Or A Meeting

DO's

  • Highlight the competitive differentiation of your product
  • Make sure that you you respond to any queries from them quickly
  • Make sure that they have the necessary authority, they could present false stature sometimes

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Don’t try to be an alpha salesperson, give them equal space
  • Refrain from asking too many questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Justin is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Justin

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Justin move?

  • Their decision making speed is somewhere in the middle.
  • Can Justin take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Justin

Personality Compatibility


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