- Location
- US-TX-Houston-Office, United States of America · US-NY-New York-Office · US-MA-Boston-Office
- Workplace
- Hybrid
- Type
- Full-time
- Department
- IT
- Seniority
- Senior
- Education
- Master
- Source
- Workday
Description
Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape.
For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments.
Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected.
By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe.
This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.
Wood Mackenzie
Intelligence Connected
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
This is an opportunity to join the New Business Development team within Wood Mackenzie, focused on the Utilities customer vertical.
This is a senior, revenue-generating role responsible for driving significant growth through new logo acquisition within utility and utility-adjacent accounts.
The role requires expertise in navigating complex, regulated environments, managing long sales cycles, and building multi-level stakeholder relationships across utility organizations. You will collaborate with multiple teams across the company (product specialists, marketing, research and consulting) to develop and win new business and contribute to the overall new business strategy of the organization.
Key Responsibilities:
- Achieve or exceed new business revenue targets through a combination of inbound and outbound prospecting within the utilities sector.
- Lead the full sales lifecycle across utility accounts, including prospecting, qualification, stakeholder engagement, value-based positioning, negotiation, and close.
- Build and maintain a robust, qualified pipeline through disciplined opportunity management.
- Work closely with our Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximize win rates and meet Wood Mackenzie’s response time SLAs, alongside developing your own opportunities.
- Conceive and execute effective prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team to enable selling to specific personas and customer workflows.
- Get in front of prospects and customers (both virtually and physically) to drive the sales pipeline forward. Attend key industry meetings & events as needed to support the growth of your pipeline and pursue new business opportunities in collaboration with the Events team, Research and other Sales colleagues.
- Collaborate with other internal stakeholders as required to drive deals forward such as colleagues in Sales, Marketing, Research and Consulting.
- Promote the organization in line with the company strategy, business plans, and values.
Relationship Management
- Establish and develop long-term, trust-based relationships across multiple levels including executive leadership, operational and technical stakeholders and procurement and regulatory stakeholders.
- Maintain consistent engagement throughout extended sales cycles (6–24+ months).
- Evaluate various roles within utility organizations to determine champions, technical users, administrators, and decision-makers to facilitate discussions throughout the sales cycle.
Territory planning
- Develop and execute a utilities-focused territory plan aligned with growth objectives.
- Identify target accounts, buying centers, and priority initiatives within utility organizations.
- Position the company as a strategic partner within the utilities market.
Pipeline Management & Forecasting
- Maintain accurate pipeline visibility and forecasting through CRM systems (e.g., Salesforce).
- Ensure disciplined tracking of opportunities, stakeholder engagement, and deal progression.
Industry & Market Engagement
- Represent the company at industry events, conferences, and client meetings.
- Build market presence within utilities and develop strategic relationships across the ecosystem.
- Collaborate with Marketing on targeted campaigns aligned to utility personas and workflows.
Product & Market Feedback
- Provide structured input to Product and Research teams based on customer requirements and market trends and regulatory developments.
- Support go-to-market efforts for new offerings relevant to utility customers.
About You
- Minimum 5+ years of experience selling into utilities.
- Proven track record of closing complex, multi-stakeholder enterprise deals within regulated industries.
- Demonstrated success in new logo acquisition and long-cycle sales environments.
- Experience engaging utility stakeholders across executive, operational, and technical levels.
- Demonstratable track record of meeting and exceeding sales targets, and of being a self-starter and managing your own pipeline.
- Relevant knowledge of power markets and the energy industry and key dynamics, industry trends, and competitive landscape.
- Strategic thinker with a hands-on, results-oriented approach.
- Exceptional time management and attention to detail.
- Experience selling data, analytics, research, or market intelligence solutions preferred.
- Strong financial and commercial acumen.
- Bachelor's degree required, MBA or relevant advanced degree preferred.
- Willingness to travel across the region as required.
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 (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov
