Senior Account Manager

Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. In an ever-changing world, companies and governments need reliable and actionable insight to lead the transition to a sustainable future. That’s why we cover the entire supply chain with unparalleled breadth and depth, backed by over 50 years’ experience. Our team of over 2,400 experts, operating across 30 global locations, are enabling customers’ decisions through real-time analytics, consultancy, events and thought leadership. Together, we deliver the insight they need to separate risk from opportunity and make confident decisions when it matters most.

WoodMac.com

Wood Mackenzie Brand Video

Wood Mackenzie Values

• Inclusive – we succeed together
• Trusting – we choose to trust each other
• Customer committed – we put customers at the heart of our decisions
• Future Focused – we accelerate change
• Curious – we turn knowledge into action

Role Description

We're building a high-performance sales culture to match our unrivalled data, analytics and research solutions in the Power, Utility & Tech sector. If you thrive on senior-level responsibility, enjoy complex account management, and know how to drive significant growth from strategic utility and technology customers… this could be the role for you.

Do you want to make a transformational impact on every client you serve? Are you naturally curious about the evolving utility and technology landscape? Are you a strategic Problem-Solver with an ability to quickly understand complex energy transition challenges? Do you excel at collaboration across matrix organizations? Do you have a growth-mindset with proven results? Then this role could be for you.

Role Purpose

The role sits within the Power, Utility & Tech sales team. You will drive subscription renewals, strategic cross-sell opportunities, and develop new enterprise-level customer sales across the utility and technology sectors; measured by substantial sales results and account penetration. You will have responsibility for developing and maintaining senior-level relationships within our European Power, Utility & Tech client base, increasing strategic penetration across multiple business units and managing complex, multi-stakeholder relationships across different product portfolios while helping more enterprise customers choose Wood Mackenzie as their trusted advisor. We are looking for a proven senior sales professional who will build on our existing strategic relationships, identifying opportunities to solve complex client challenges with comprehensive Wood Mackenzie solutions. You will excel in sophisticated sales processes – from strategic prospecting to closing complex deals – thriving on the challenges of winning significant new business and establishing C-suite relationships within your territory.

Main Responsibilities

• Delivering on-time subscription renewals for strategic accounts – ensuring quarterly and annual targets are met

• Strategic account growth – driving significant upsell and cross-sell opportunities within enterprise utility and tech clients Territory expansion – driving more companies to choose Woodmac for their Energy & Natural Resources intelligence needs

• Advanced sales acumen demonstrated via complex pipeline management and sophisticated sales qualification using MEDDPICCC methodology

• Exemplary collaborative approach to strategic Account and sales opportunity management

• Mentor and support junior Account Managers within the team

• Contribute to account planning and review processes for key strategic accounts

• Represent Wood Mackenzie at industry events and conferences

• Provide market intelligence and competitive insights to internal teams

About You

The successful candidate will have deep knowledge of the power, utility, and technology sectors and the strategic use of data and analytics for business transformation, strategic planning, and capital allocation decisions. They will have significant experience selling to senior executives in these communities and ideally already have established relationships with target firms and a sophisticated understanding of how they consume Research and Analytics. The candidate will have a proven ability to develop C-suite relationships and be comfortable with challenging, yet achievable, enterprise-level sales targets.

Professional Skills:

• Strong experience in a Senior Sales/Account Manager or Territory Manager role, preferably in utilities or technology sectors

• Have a proven commercial track record in increasing substantial revenue from existing and new enterprise clients, ideally in a subscription-based business model

• Be a self-motivated and energetic individual, a strategic value-based negotiator and results-oriented professional

• Demonstrate excellent judgment in resource utilisation and optimisation across complex accounts • Demonstrate a genuine interest in personal development & growth and be receptive to advanced coaching

• Have deep intellectual curiosity about how data and analysis solve critical business issues in the utility and tech space

• Show exceptional organisational and planning skills with the ability to effectively manage complex, multi-threaded sales cycles

• Demonstrate outstanding collaboration skills in a complex, matrix business environment

• Advanced experience in using CRM systems such as Salesforce for pipeline management and forecasting

• Experience mentoring junior team members

Expectations

• Delivery of individual targets

• Role model strong integrity and sets an example of WoodMac’s values and behaviours.

• Mentor and guide junior team members

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.

• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones

• While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex, national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov 

If you are applying for a role and have a physical or mental disability, we will support you with your application or through the hiring process.