Wood Mackenzie
Senior Business Development Manager - Financials
Wood Mackenzie, Houston, Texas, United States, 77246
Senior Business Development Manager - Power, Utilities and 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. Our team delivers reliable, actionable insight to lead the transition to a sustainable future. Role Purpose
This is an exciting opportunity to join the New Business Development team within Wood Mackenzie focused on our Power & Tech customer vertical. This role will be particularly focused on the Power, Utilities, Technology and Infrastructure companies in the Americas. This senior role within the Business Development team is responsible for driving significant revenue growth through new business (new logo) acquisition. You will lead and execute complex sales initiatives, owning the sales process from start to close. You will work with both inbound leads and developing your own outbound leads/opportunities and growth initiatives. You will collaborate with multiple groups across the company (sales specialists, marketing, research and consulting) to develop and win new business and contribute to the overall new business strategy of the organization. Main Responsibilities
Meet or exceed your new business sales target by proactive inbound and outbound new business development – from origination to close. Target, prospect, identify, evaluate, and prioritize new business opportunities and execute through the sales process to successfully open doors and close opportunities. Work closely with Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximise 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. Engage with prospects and customers (virtually and in person) to drive the sales pipeline forward. Attend key industry meetings & events as needed to support pipeline growth in collaboration with Events, Research and other Sales colleagues. Collaborate with internal stakeholders to drive deals forward (Sales, Marketing, Research and Consulting). Promote the organisation in line with the company strategy, business plans and values. Territory Planning
Develop and regularly maintain a sales plan for your territory to support growth in your customer vertical and position Wood Mackenzie as a market leader. Collaborate with stakeholders to build and execute the plan, including Regional Sales, other Product Sales colleagues, Marketing, Customer Success, Product Specialists, Research and Consulting. Own the Sales Process
Take responsibility for all aspects of the sales process including prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing. Document all aspects and ensure smooth handover to Account Management after a deal is won. Work with the Account Management team to ensure a successful client handover post-close. Accurate Sales Forecasting
Effectively manage the pipeline and maintain CRM accuracy (e.g., Salesforce and Gong). Product and Sector Expertise
Develop a deep understanding of the value of our solutions for customers and the sector to support new business identification and winning opportunities, including uncovering new audiences and growth sectors. Product Development Collaboration
Collaborate with Product and Research teams to shape the product development roadmap based on customer feedback and market intelligence. Support new product and service launches as needed. About You
Extensive experience in business development, including managing complex deals and influencing strategic direction. Proven track record of meeting/exceeding sales targets, with strong self-starting capability and pipeline management. Knowledge of energy/commodity markets and/or the market data and analytics industry, trends, and competitive landscape. Relevant experience selling to the target area (to be confirmed). Deep understanding of Data, Analytics and Research enterprise sales processes in multi-stakeholder environments. Strategic thinker with a hands-on, results-oriented approach. Advanced negotiation and relationship-building skills from end user to C-suite. Strong financial acumen and ability to articulate value propositions to new clients. Bachelor’s degree required; MBA or relevant advanced degree strongly preferred. Willingness to travel across the region as required. Expectations
We are a hybrid-working company; the successful applicant is expected to be in the office at least 2 days per week to foster collaboration (subject to change). Full-time role with flexibility for part-time or flexible working arrangements considered. Act with integrity and in line with our values; be courageous, resilient, and adaptable. Demonstrate a growth mindset and continuously develop to add value. Equal Opportunities
We are an equal opportunities employer. We are committed to recruiting the best people regardless of race, color, religion, age, sex, national origin, disability or protected veteran status. You can learn more about rights under the law at www.eeoc.gov. If you have a physical or mental disability, we will support you with your application or through the hiring process. Seniority level
Mid-Senior level Employment type
Full-time Job function
Business Development and Sales Industries: Information Services Referrals increase your chances of interviewing at Wood Mackenzie by 2x
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Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. Our team delivers reliable, actionable insight to lead the transition to a sustainable future. Role Purpose
This is an exciting opportunity to join the New Business Development team within Wood Mackenzie focused on our Power & Tech customer vertical. This role will be particularly focused on the Power, Utilities, Technology and Infrastructure companies in the Americas. This senior role within the Business Development team is responsible for driving significant revenue growth through new business (new logo) acquisition. You will lead and execute complex sales initiatives, owning the sales process from start to close. You will work with both inbound leads and developing your own outbound leads/opportunities and growth initiatives. You will collaborate with multiple groups across the company (sales specialists, marketing, research and consulting) to develop and win new business and contribute to the overall new business strategy of the organization. Main Responsibilities
Meet or exceed your new business sales target by proactive inbound and outbound new business development – from origination to close. Target, prospect, identify, evaluate, and prioritize new business opportunities and execute through the sales process to successfully open doors and close opportunities. Work closely with Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximise 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. Engage with prospects and customers (virtually and in person) to drive the sales pipeline forward. Attend key industry meetings & events as needed to support pipeline growth in collaboration with Events, Research and other Sales colleagues. Collaborate with internal stakeholders to drive deals forward (Sales, Marketing, Research and Consulting). Promote the organisation in line with the company strategy, business plans and values. Territory Planning
Develop and regularly maintain a sales plan for your territory to support growth in your customer vertical and position Wood Mackenzie as a market leader. Collaborate with stakeholders to build and execute the plan, including Regional Sales, other Product Sales colleagues, Marketing, Customer Success, Product Specialists, Research and Consulting. Own the Sales Process
Take responsibility for all aspects of the sales process including prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing. Document all aspects and ensure smooth handover to Account Management after a deal is won. Work with the Account Management team to ensure a successful client handover post-close. Accurate Sales Forecasting
Effectively manage the pipeline and maintain CRM accuracy (e.g., Salesforce and Gong). Product and Sector Expertise
Develop a deep understanding of the value of our solutions for customers and the sector to support new business identification and winning opportunities, including uncovering new audiences and growth sectors. Product Development Collaboration
Collaborate with Product and Research teams to shape the product development roadmap based on customer feedback and market intelligence. Support new product and service launches as needed. About You
Extensive experience in business development, including managing complex deals and influencing strategic direction. Proven track record of meeting/exceeding sales targets, with strong self-starting capability and pipeline management. Knowledge of energy/commodity markets and/or the market data and analytics industry, trends, and competitive landscape. Relevant experience selling to the target area (to be confirmed). Deep understanding of Data, Analytics and Research enterprise sales processes in multi-stakeholder environments. Strategic thinker with a hands-on, results-oriented approach. Advanced negotiation and relationship-building skills from end user to C-suite. Strong financial acumen and ability to articulate value propositions to new clients. Bachelor’s degree required; MBA or relevant advanced degree strongly preferred. Willingness to travel across the region as required. Expectations
We are a hybrid-working company; the successful applicant is expected to be in the office at least 2 days per week to foster collaboration (subject to change). Full-time role with flexibility for part-time or flexible working arrangements considered. Act with integrity and in line with our values; be courageous, resilient, and adaptable. Demonstrate a growth mindset and continuously develop to add value. Equal Opportunities
We are an equal opportunities employer. We are committed to recruiting the best people regardless of race, color, religion, age, sex, national origin, disability or protected veteran status. You can learn more about rights under the law at www.eeoc.gov. If you have a physical or mental disability, we will support you with your application or through the hiring process. Seniority level
Mid-Senior level Employment type
Full-time Job function
Business Development and Sales Industries: Information Services Referrals increase your chances of interviewing at Wood Mackenzie by 2x
#J-18808-Ljbffr