Senior Account Manager - Utilities

Wood Mackenzie Limited; Greater London; On-site; GBP 90,000 - 150,000; Full time

Job summary

Wood Mackenzie is seeking a high-performing Account Manager to own a portfolio of global developers, OEMs, IPPs and utilities. You will protect and expand recurring revenue through consultative relationship management, while identifying cross-sell opportunities across Wood Mackenzie’s research, data, analytics and consulting solutions.

This role demands strategic account planning, executive stakeholder engagement and disciplined pipeline management, with close collaboration to Product Sales,

Qualifications

• Experience managing enterprise or strategic accounts.
• Proven track record of revenue growth and retention.
• Experience selling subscription-based research, data, SaaS or analytics.

Responsibilities

• Own and grow a portfolio of developers, OEMs, IPPs and utilities accounts.
• Close cross-sell and upsell across research, data, analytics and consulting.
• Lead complex commercial negotiations and renewals with enterprise clients.
• Build executive relationships and conduct regular business reviews.
• Forecast and manage pipeline with Salesforce; support regional objectives.

Skills

Consultative selling

Relationship management

Strategic thinking

Executive communication

Forecasting

Pipeline discipline

Collaborative

Organised

Tools

Salesforce CRM

Job description

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.

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 Intelligence Connected WoodMac.com Wood Mackenzie Brand Video

Role Purpose

Are you a high-performing enterprise sales professional who thrives on managing relationships and driving commercial growth with developers, OEMs, and utilities? 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. You will partner closely with Product Sales Specialists, Research, Consulting and Customer Success teams to deepen client relationships and deliver measurable value to some of our most important clients.

Key Responsibilities

• Account Management: 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.
• Revenue Growth & Business Development: 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.
• Client Engagement: 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.
• Commercial Excellence: 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.

About You

• Experience: 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.
• Personal Attributes: Highly motivated, ambitious and driven to exceed targets. Commercially curious with a passion for understanding clients’ businesses. Resilient, proactive and comfortable operating in a fast-paced, high-performance sales environment. Collaborative team player who enjoys working across international teams. Organised, disciplined and accountable for delivering results.

What Success Looks Like

• Achieve and exceed annual revenue retention and expansion targets.
• Build trusted executive relationships across strategic banking clients.
• Grow multi-product penetration across your portfolio.
• Maintain a healthy, predictable sales pipeline with accurate forecasting.
• Contribute to Wood Mackenzie’s continued growth within the global developer, OEM, IPP and utilities sector.

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 (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

If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us! Our Work Experience is the combination of everything that's unique about us: our culture, our core values, our company meetings, our commitment to sustainability, our recognition programs, but most importantly, it's our people. Our employees are self-disciplined, hard working, curious, trustworthy, humble, and truthful. They make choices according to what is best for the team, they live for opportunities to collaborate and make a difference, and they make us the #1 Top Workplace in the area.