Director, Sales - Americas Utilities & Tech Accounts
Director, Sales - Americas Utilities & Tech Accounts
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Job Description
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 everchanging world companies and governments need reliable and actionable insight to lead the transition to a sustainable future. Thats why we cover the entire supply chain with unparalleled breadth and depth backed by over 50 years experience. Our team of over 2400 experts operating across 30 global locations are enabling customers decisions through realtime 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
Role Purpose
The Director Americas Utilities and Tech Account Management will lead commercial efforts for Wood Mackenzies 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 highperformance 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 longterm 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 problemsolving 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 deeprooted trusted advisor relationship
- An energetic tenacious resultsorientated approach and are a successful negotiator
- Demonstrated good judgment in resource utilisation and optimization and delegating when appropriate
- Passion for growing the business and have a genuine interest in developing yourself
- An intellectual curiosity about how data and analysis solve critical business issues
- Demonstrated where your analysis and insight has informed commercially impactful evidencebased decision making
- Excellent organizational and planning skills
Expectations
- We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment but this may be subject to change in the future.
- While this is expected to be a fulltime role parttime or flexible working arrangements will be considered.
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
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.
Required Experience:
Director
Employment Type
Full-Time
