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About the Role

As an Account Manager, you will own a portfolio of leading global and regional developers, OEMs, IPPS and utilities. You will be responsible for protecting and expanding recurring revenue through consultative relationship management while identifying significant cross-sell and upsell opportunities across Wood Mackenzie's research, data, analytics and consulting solutions. This is a highly commercial role requiring strategic account planning, executive stakeholder engagement and disciplined pipeline management.

Responsibilities

Own and grow a portfolio of developers, OEMs, IPPs and utilities accounts, delivering against ambitious revenue retention and expansion targets.
Build multi-year account plans that identify growth opportunities, stakeholder maps and buying centres across each organisation.
Develop executive-level relationships with key decision makers and position Wood Mackenzie as a trusted strategic partner.
Anticipate market, regulatory and macroeconomic trends affecting developers, OEMs, IPPs and utilities, and translate these into commercial opportunities.
Consistently identify and close cross-sell, upsell and multi-product opportunities across research, data, consulting and analytics solutions.
Lead complex commercial negotiations and contract renewals with sophisticated enterprise clients.
Drive pipeline generation within existing accounts through proactive client engagement and value-led selling.
Collaborate with Product Sales on expansion opportunities within global banking groups.
Conduct regular executive business reviews, face-to-face client meetings and virtual engagements.
Understand clients' strategic priorities, investment themes and business challenges to position relevant Wood Mackenzie solutions.
Act as the trusted voice of the client internally while representing Wood Mackenzie's value proposition externally.
Represent Wood Mackenzie at industry conferences, client events and executive networking opportunities.
Maintain accurate opportunity forecasting and pipeline management through Salesforce.
Deliver disciplined account planning, forecasting and reporting to support regional sales objectives.
Share competitive intelligence, customer insights and market feedback to influence product development and go-to-market strategy.
Work closely with Marketing, Consulting, Research, Client Success and Sales Specialists to execute account strategies.

Requirements

Proven success managing enterprise or strategic accounts within developers, OEMs, IPPS, utilities or enterprise information services.
Strong track record of exceeding revenue growth, retention and expansion targets.
Experience selling subscription-based research, data, SaaS, analytics or consulting solutions is highly desirable.
Comfortable engaging senior stakeholders including Managing Directors, Heads of Research, Portfolio Managers, Risk, Strategy and Investment teams.

Skills

Outstanding consultative selling and relationship management skills.
Strong commercial acumen with experience negotiating complex enterprise agreements.
Strategic thinker with the ability to identify long-term growth opportunities within large organisations.
Excellent communication and presentation skills with executive-level credibility.
Strong forecasting and pipeline discipline using Salesforce or equivalent CRM.

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.
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.

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