Senior Technical Sales Manager - Upstream & Carbon Management
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.
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
Wood Mackenzie is looking for enthusiastic, talented, and ambitious sales professional to join our growing Upstream & Carbon Management (UCM) Sales team. The role is to partner with the regional sales teams to further identify and grow our UCM portfolio across our existing customer base. The role will be responsible for growing our UCM business in the United States of America.
The Technical Sales Specialist will report into the Head of UCM Sales. You will be instrumental in assisting the sales team achieve its sales targets as well as ensuring knowledge transfer across the business.
Responsibilities of the Role
Product and sector expertise:
- Develop a deep understanding of the value of our UCM solutions and the UCM sector to primarily deliver growth, with a specific focus on L48 research, Corporate Research, CCUS and Emissions across Energy and Financial clients.
- Act as an internal ambassador for the UCM segment, supporting communication of product enhancements and market developments across the organisation and working with teams including sales, customer success, marketing, research and consulting.
Retention and proactive new business development:
- Partner with Regional Sales colleagues to support the value proposition of the new offerings we will be developing and position these within the accounts where we think there is potential for growth. This will be achieved through a deep understanding of customer workflows and demonstrate how the new solutions can address them, identify unmet customer needs, and uncover new buying centres.
- Support the customer lifecycle by working with other functions to support, engagement, NCD and retention.
- Responsibility for making sure we are being consistent (regionally and globally) in our approach (e.g. bundling of content, discount levels, target setting) across the UCM portfolio
Territory planning:
- Developing a clear regional strategy for the UCM portfolio, including Go-To-Market Strategies as well as retirement plans for legacy products
- Develop, regularly maintain, and own a sales plan for your territory. Identify key growth markets, needle moving opportunities, and risks within your existing portfolio to plan your time effectively and develop a sales strategy and tactics.
- Collaborate with Product Sales, Customer Focus, Research, and Consulting to build and execute on your plan, and to challenge Regional Sales colleagues on their ambition to deliver growth across the segment.
- Build strong relationships across the UCM Segment to ensure alignment across the regional sales organisation
Product development collaboration:
- Working with the regional Marketing team, including Product Marketing, to ensure that their budgets and plans align with the regional UCM Sales strategy
- Work closely with the Product and Research teams to help shape the UCM product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
- Support new UCM product and service development launches through the development of go-to-market activities.
Ensure the sales process is followed:
- Support all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, deal structure, final negotiations, and closing. All aspects of the sales process must be handled efficiently and fully documented.
- Work closely with Product Specialists on UCM regional pre-Sales strategy
Accurate sales forecasting:
- Effectively monitor the business pipeline to ensure accurate forecasting in Salesforce.
Knowledge & Experience
You will:
- Have significant experience in client facing or Account Management roles.
- Demonstrate a deep knowledge across all of the UCM sector.
- Have an extensive commercial track record in developing clients and establishing a trusted advisor relationship.
- Be a self-motivated and energetic individual, a successful negotiator and results oriented.
- Have a proven track record in collaborating with different internal teams to achieve commercial success.
Core Competencies
- Demonstrate outstanding judgment in resource utilisation and optimisation.
- Be passionate about growing the business and have a genuine interest in developing and growing yourself.
- Have an intellectual curiosity about how data and analysis solve critical business issues.
- Show effective organisational and planning skills with the ability to manage own workload effectively.
- Previous experience with CRM systems such as Salesforce would be an advantage.
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.