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About the Role

This is a senior, revenue-generating role within the New Business Development team, focused on acquiring new logos within the utilities sector. The position requires expertise in navigating complex, regulated environments, managing long sales cycles, and building multi-level stakeholder relationships. You will collaborate with internal teams to drive new business and contribute to the organization's strategy.

Responsibilities

Achieve or exceed new business revenue targets through 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.
Collaborate with Lead Management and Sales Development teams to maximize win rates and meet response time SLAs.
Conceive and execute effective prospecting programs to increase awareness of Wood Mackenzie among qualified prospects.
Engage prospects and customers virtually and physically to drive the sales pipeline.
Attend key industry meetings and events to support pipeline growth and pursue new business opportunities.
Collaborate with internal stakeholders such as Sales, Marketing, Research, and Consulting to drive deals forward.
Promote the organization in line with company strategy, business plans, and values.
Establish and develop long-term, trust-based relationships across multiple levels including executive leadership, operational, technical, procurement, and regulatory stakeholders.
Maintain consistent engagement throughout extended sales cycles (6–24+ months).
Evaluate roles within utility organizations to determine champions, technical users, administrators, and decision-makers.
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.
Maintain accurate pipeline visibility and forecasting through CRM systems (e.g., Salesforce).
Ensure disciplined tracking of opportunities, stakeholder engagement, and deal progression.
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.
Provide structured input to Product and Research teams based on customer requirements, market trends, and regulatory developments.
Support go-to-market efforts for new offerings relevant to utility customers.

Requirements

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.
Demonstrable track record of meeting and exceeding sales targets.
Ability to be a self-starter and manage 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.
Strong financial and commercial acumen.
Willingness to travel across the region as required.

Skills

Sales
New logo acquisition
Long-cycle sales
Stakeholder relationship management
Pipeline management
Forecasting
Territory planning
CRM systems (e.g., Salesforce)
Market intelligence solutions
Data
Analytics
Research

Location

Remote

Work Type

Full-time

Experience Level

Senior

Education Level

Bachelor's degree required
MBA or relevant advanced degree preferred

About the Company

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.
We have redefined what’s possible with Intelligence Connected by fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, to 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.
Our values are: 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.

Equal Opportunity

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