Director, Sales - Americas Utilities & Tech Accounts

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.

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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 Purpose

The Director, Americas Utilities and Tech Account Management will lead commercial efforts for Wood Mackenzie's existing and new offerings with utility and technology sector customers in the Americas. The successful candidate will be responsible for managing an account management team to drive substantial revenue growth and will take the lead in driving engagement both internally and externally.

The Director, Americas Utilities and Tech Account Management will have a complete understanding of the business, financials, products and services, the market and the needs / challenges of accounts in this sector. They will develop both colleagues’ and customers’ understanding and will be the recognised expert in these areas.

Main Responsibilities

• Lead a high-performance account management team focused on driving sales of research offerings, including Lens solutions, to utilities and tech clients in the Americas
• Contribute to target setting as part of segment sales planning for the Americas region
• Directly manage Account Managers within the team, motivate excellent team performance, set credible goals, monitor performance, identify and address performance gaps
• Identify development needs and exploit opportunities for team and individual growth;
• Recruit, train and develop new talent into the team
• Ensure full adoption of Salesforce and other relevant business tools within the team
• Be responsible for driving and continuously improving Account Planning and Review process
• Deliver accurate pipeline forecasts and drive timely completion of renewals
• Build and maintain strong relationships with senior clients in the utilities and tech sectors across the Americas
• Represent the voice of the client and drive Wood Mackenzie to be the #1 provider in the utilities and tech space
• Collaborate with regional and segment sales leaders to ensure alignment of objectives with global Power & Renewables goals
• Act as an expert on competitor intelligence relevant to the utilities and tech sectors in the Americas
• Coach team members to develop a deep understanding of client needs in the utilities and tech space.
• Coach team members to successfully utilitise and hone the MEDDPICCC sales methodology.

About You

• 12+ years of experience in Sales, with a focus on the utilities and energy technology sectors in the Americas
• Deep knowledge of P&R markets and the challenges facing the utilities and tech sectors in the Americas
• Strong existing relationships with senior stakeholders in utilities and tech companies
• Proven track record of driving commercial results and exceeding targets
• Experience in translating technical information into business language
• Demonstrated success in developing long-term, trusted advisor relationships with utility and tech accounts across the Americas
• Understanding of how data and analysis solve critical business issues for utilities and tech companies
• Proficiency in CRM systems such as Salesforce for pipeline management and forecasting
• Strong problem-solving skills and the ability to think creatively & drive innovation
• Demonstrated experience of fostering a winning culture and delivering and exceeding targets
• A long running commercial track record of success across multiple accounts, and geographies in developing clients and establishing a deep-rooted trusted advisor relationship
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