Account Manager - Power, Utilities & Tech

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

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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, reporting to the Director, Americas Utilities and Tech Account Management. 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 North American 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 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

Account Planning & Management

• Develop comprehensive portfolio plans considering macro & micro economic factors that could impact the customer buying cycle
• Pro-actively manage and maximise the commercial growth of the portfolio aligned with regional priorities
• Successfully identify customers amongst the portfolio that present the best opportunity for growth through cross-sell and up-sell
• Carry out assigned tasks using understanding of underlying concepts and principles of account management

Client Engagement & Business Development

• Effective client engagement and understanding of critical client business growth potential and how the Wood Mackenzie suite of products supports the client's growth
• Represent Wood Mackenzie at conferences and professional organizations to expand brand recognition and promote business development activities
• Be the voice of the customer to internal stakeholders and the voice of Wood Mackenzie to the customer
• Generally deal with straightforward client enquiries and provide support for internal business initiatives

Market Intelligence & Collaboration

• Present continuous feedback to the business of how to improve our service to customers inside of assigned portfolio as well as gathering relevant competitive intelligence
• Support new product and service development launches
• Effective team work with the broader organization to include marketing, training, client services, research and consulting
• Good understanding of how the team integrates with others in accomplishing the objectives of the team

Pipeline Management

• Effectively manage the business pipeline to ensure accurate salesforce forecasting
• Ensure high quality of task/services/information is provided
• Make evaluative judgements based on analysis of factual information, guided by precedents

About You

Knowledge & Experience

• Good knowledge and understanding of account management processes, procedures and systems within the energy/natural resources sector
• Good understanding of how account management integrates with other teams to achieve overall objectives
• Experience in client-facing or account management roles, with understanding of relationship management

Professional Skills

• Proven commercial track record in developing clients and building trusted advisor relationships
• Strong negotiation skills and a results-oriented mindset
• Attention to detail in making evaluative judgements based on analysis of factual information
• Ability to resolve problems by identifying and selecting solutions through application of acquired technical experience

Personal Attributes

• Self-motivated and energetic with excellent judgment in how resources are utilised and optimised
• Passionate about growing the business and committed to personal and professional development
• Intellectually curious about how data and analysis can solve critical business challenges
• Highly organised, with strong planning skills and the ability to manage workloads effectively

Technical Requirements

• Familiarity with CRM systems such as Salesforce is advantageous
• Good analytical/technical operational knowledge required to complete work in account management

Expectations

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