Senior Business Development Manager – Utilities (Americas)

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. We deliver a clear, interconnected view of the entire value chain by fusing unparalleled proprietary data with sharp analytical minds, all supercharged by Synoptic AI. Our team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions globally, empowering customers to identify risk, spot opportunities and recalibrate strategy with confidence.

Responsibilities

• Achieve or exceed new business revenue targets through a combination of inbound and outbound prospecting within the utilities sector.
• Lead the full sales lifecycle across utility accounts, including prospecting, qualification, stakeholder engagement, value-based positioning, negotiation, and close.
• Build and maintain a robust, qualified pipeline through disciplined opportunity management.
• Work closely with Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximize win rates and meet response time SLAs, alongside developing your own opportunities.
• Conceive and execute effective prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team.
• Engage prospects and customers (both virtually and physically) to drive the sales pipeline forward.
• Attend key industry meetings and events as needed to support pipeline growth and pursue new business opportunities.
• Collaborate with internal stakeholders (Sales, Marketing, Research, Consulting) to drive deals forward.
• Promote the organization in line with company strategy, business plans, and values.

Relationship Management

• Establish and develop long-term, trust-based relationships across multiple levels, including executive leadership, operational and technical stakeholders, and procurement and regulatory stakeholders.
• Maintain consistent engagement throughout extended sales cycles (6–24+ months).
• Evaluate roles within utility organizations to determine champions, technical users, administrators, and decision-makers to facilitate discussions throughout the sales cycle.

Territory Planning

• Develop and execute a utilities-focused territory plan aligned with growth objectives.
• Identify target accounts, buying centers, and priority initiatives within utility organizations.
• Position the company as a strategic partner within the utilities market.

Pipeline Management & Forecasting

• Maintain accurate pipeline visibility and forecasting through CRM systems (e.g., Salesforce).
• Ensure disciplined tracking of opportunities, stakeholder engagement, and deal progression.

Industry & Market Engagement

• Represent the company at industry events, conferences, and client meetings.
• Build market presence within utilities and develop strategic relationships across the ecosystem.
• Collaborate with Marketing on targeted campaigns aligned to utility personas and workflows.

Product & Market Feedback

• Provide structured input to Product and Research teams based on customer requirements, market trends, and regulatory developments.
• Support go-to-market efforts for new offerings relevant to utility customers.

Requirements

• Minimum 5+ years of experience selling into utilities.
• Proven track record of closing complex, multi-stakeholder enterprise deals within regulated industries.
• Demonstrated success in new logo acquisition and long-cycle sales environments.
• Experience engaging utility stakeholders across executive, operational, and technical levels.
• Demonstrable track record of meeting and exceeding sales targets, and of being a self-starter managing your own pipeline.
• Relevant knowledge of power markets, the energy industry, key dynamics, industry trends, and competitive landscape.
• Strategic thinker with a hands-on, results-oriented approach.
• Exceptional time management and attention to detail.
• Experience selling data, analytics, research, or market intelligence solutions preferred.
• Strong financial and commercial acumen.
• Bachelor's degree required; MBA or relevant advanced degree preferred.
• Willingness to travel across the region as required.