Senior Business Development Manager – Tech, AI, & Digital Infrastructure

Wood Mackenzie Inc.; Houston (TX); On-site; USD 140,000 - 230,000; Full time

Job summary

Wood Mackenzie is seeking a senior New Business Development professional to drive revenue growth from new logos in the Technology, AI & Digital Infrastructure segment. You will own the sales process from prospecting to close, collaborating with Marketing, Research, Consulting and Product teams.

In this role you will manage complex multi-stakeholder deals, build a strong pipeline, and align territory plans with industry themes such as AI-driven demand and data center growth. Travel as needed.

Qualifications

• Extensive business development or enterprise sales experience within data & analytics, market intelligence, research, software or consulting businesses.
• Proven track record of meeting and exceeding new business sales targets.
• Ability to manage complex, multi-stakeholder sales cycles and develop opportunities independently.

Responsibilities

• Meet or exceed your new business sales target through proactive inbound and outbound business development.
• Target, prospect, identify and prioritize new business opportunities within the Technology, AI & Digital Infrastructure ecosystem.
• Build and manage a strong pipeline of qualified opportunities from origination through close.
• Partner with Sales Development to maximize conversion of inbound and outbound leads while generating your own opportunities.
• Execute strategic prospecting campaigns in partnership with Marketing to engage key personas and customer workflows.

Skills

Business development

Enterprise sales

Stakeholder management

Negotiation

Strategic thinking

Education

Bachelor's degree

MBA

Tools

Salesforce

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 Intelligence Connected WoodMac.com Wood Mackenzie Brand Video 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

About the Role

This is an exciting opportunity to join the New Business Development team within Wood Mackenzie, focused on our Technology, AI & Digital Infrastructure customer segment. This senior role is responsible for driving significant revenue growth through new business (new logo) acquisition. You will own the sales process from prospecting to close, working both inbound and outbound opportunities while collaborating closely with Sales Development, Marketing, Research, Consulting and Product teams. Your focus will be on leading technology organizations whose growth and operations are increasingly shaped by energy availability, power procurement, infrastructure planning and the rapid expansion of AI. Target customers include enterprise technology companies, cloud providers, AI infrastructure organizations, large technology firms with energy procurement teams, grid and power technology providers, asset optimization companies, and semiconductor manufacturers. You will help customers leverage Wood Mackenzie's market intelligence, forecasting and analytics solutions to better understand energy markets, power availability, infrastructure requirements and the implications of accelerating electricity demand.

Key Responsibilities

• Meet or exceed your new business sales target through proactive inbound and outbound business development.
• Target, prospect, identify and prioritize new business opportunities within the Technology, AI & Digital Infrastructure ecosystem.
• Build and manage a strong pipeline of qualified opportunities from origination through close.
• Partner with Sales Development to maximize conversion of inbound and outbound leads while generating your own opportunities.
• Execute strategic prospecting campaigns in partnership with Marketing to engage key personas and customer workflows.
• Represent Wood Mackenzie at industry conferences, customer meetings and technology-focused events.
• Collaborate across Sales, Marketing, Research, Consulting and Product teams to help win new business and support growth initiatives.

Territory Planning

• Develop and maintain a territory plan to support growth within the Technology, AI & Digital Infrastructure segment.
• Identify opportunities across enterprise technology organizations, cloud providers, AI infrastructure companies, semiconductor manufacturers and power technology providers.
• Align territory plans to key industry themes including AI-driven power demand, data center growth, grid constraints, energy procurement strategies, electrification and digital infrastructure expansion.
• Work closely with internal stakeholders to maximize market coverage and pipeline growth.

Sales Process

• Manage all aspects of the sales cycle including prospecting, qualification, discovery, solution selling, negotiation and contract execution.
• Build relationships with stakeholders across strategy, infrastructure, operations, energy procurement, sustainability and executive leadership teams.
• Ensure opportunities are accurately documented and progressed through the CRM.
• Partner with Account Management to ensure successful customer onboarding and handover.

Sales Forecasting

• Maintain accurate forecasting and pipeline management through Salesforce and other sales enablement tools.
• Ensure strong CRM hygiene and opportunity management practices.

Product and Sector Expertise

• Develop a strong understanding of Wood Mackenzie’s solutions and the challenges facing technology companies as they navigate growing energy requirements.
• Build knowledge of how customers use market intelligence, forecasts and analytics to support infrastructure investment, energy procurement, site selection and strategic planning decisions.
• Identify new audiences, customer use cases and growth opportunities within the sector.
• Provide market feedback, customer insights and competitive intelligence.

Product Development Collaboration

• Partner with Product and Research teams to provide market feedback, customer insights and competitive intelligence.
• Support product launches and help shape future product development based on customer needs and market trends.

About You

• Extensive business development or enterprise sales experience within data & analytics, market intelligence, research, software or consulting businesses.
• Proven track record of meeting and exceeding new business sales targets.
• Ability to manage complex, multi-stakeholder sales cycles and develop opportunities independently.
• Strong understanding of the technology sector and the growing intersection between energy, infrastructure and digital transformation.
• Experience working in or selling to one or more of the following: Enterprise technology organizations, Cloud service providers, AI infrastructure companies, Semiconductor manufacturers, Digital infrastructure providers, Grid and power technology companies, Large enterprises with energy procurement functions.
• Understanding of how organizations use data, analytics and market intelligence to support strategic investment and operational decision-making.
• Strong relationship-building, communication and negotiation skills with the ability to engage both technical and executive stakeholders.
• Strategic thinker with a results-oriented mindset and strong commercial acumen.
• Bachelor's degree required; MBA or relevant advanced degree preferred.
• Willingness to travel as required.

Equal Opportunities

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.