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
This is an opportunity to join the Short Term Power Sales team with the Wood Mackenzie’s Power Trading Analytics Solutions. The Sales team is dedicated and passionate about enabling and driving our client’s success through use of our industry leading data and analytics.
The Short Term Power group is a fast-growing business segment for Wood Mackenzie. It is an exciting time to join WoodMac Short Term as an Account Manager as we continue to develop and commercialize solutions that enable our customers to drive million and billion dollar decisions on a daily basis.
To further enable this growth, we are investing in a dedicated account manager for a strategic territory in North America. The successful candidates will play a pivotal role in growing our business in our traditional space but also in the emerging commercial and industrial segments whereby the prospects are exposed to wholesale energy with an emphasis on the power markets.
The strategic Account Manager will play a pivotal role in growing and embedding the Short Term Power services in clients in a manner that establishes the service portfolio as the “must have” solution to support customer workflows. We are seeking individuals who are focused on making an impact, who have a track record of selling complex data/analytic solutions and want to work for a company that has a significant and growing impact in the world.
Responsibilities of the Role
- Develop a deep understanding of the value our solutions provide, the sectors they operate in and the customers buying cycles.
- Successfully identify key stakeholders within your customers who present the best opportunity for growth.
- Leverage internal verticals to identify and aggressively pursue cross-sell and up-sell for the Short Term Power solutions.
- Pro-actively manage and maximize the commercial growth of the portfolio to achieve double digit growth.
- Understand the existing product portfolio and the roadmap to position the Short Term Power solutions with customers ahead of buying cycles to maximize success.
- Partner closely with Product to shape the product development roadmap as well as gathering relevant competitive intelligence.
- Represents Wood Mackenzie in the market and look to expand the Short Term Power brand as the thought leaders in the power markets.
- Effective client engagement and understanding of critical client business growth potential and how the Wood Mackenzie suite of products supports the client’s growth.
- Effective team work with the broader organization to include marketing, training, client services, research and consulting.
- Proactively manage your client portfolio and business pipeline to ensure accurate sales forecasting.
Knowledge & Experience
- Have 7+ years’ experience in an Account Management with an in-depth focus on b2b sales.
- Experience in the energy space, the power markets and renewables is a significant plus.
- Demonstrate competency in being able to deliver on short-term targets
- Demonstrate specific experience working in a high paced and transaction based sales environment.
- Have experience selling data and solutions that are subscription based.
- Show effective organizational and planning skills with the ability to manage own workload effectively and independently.
- Have experience of value-based selling and developing a deep understanding of customer workflows and needs.
- An understanding of an agile product development cycle
- Ability to develop relationships from a C-suite level down to end users and work with clients who have complex and often global organization structures
- Have a proven track record in collaborating with different internal teams in order to achieve commercial success
- You are entrepreneurial, driven by business performance and motivated by growth - you love looking for and pursuing new business opportunities, or grow existing accounts
- Demonstrate outstanding judgment in resource utilization and optimization
- Be passionate about growing the business and have a genuine interest in developing and growing themselves
- Have an intellectual curiosity and aptitude towards the growing fields of data and data analytics and how these tools help clients solve business critical issues
Core Competencies
Wood Mackenzie are looking for enthusiastic, talented and ambitious Account Managers to continue to further grow and embed our solutions into existing and new customers. The success of this role will require core competencies that include the following.
- Take responsibility for developing our strategic client relationships and delivering commercial success but utilizing best practices from other industries and sectors to enable us to reach our ambitious growth targets
- Effective use of internal and external resources to achieve targets.
- Growing the business through new account logos with a passion for hunting and prospecting then this role will excite you.
- Individuals that thrive in achieving double digit growth in their accounts.
- Maximizing sales opportunities through account planning, accurate pipeline forecasting, and ongoing use of our Salesforce, our internal CRM database.
- Capture value by maintaining strong relationships. Anticipating objections and planning a counterstrategy. Identify how to influence detractors.
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.