Senior Account Manager

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.

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

The Senior Account Managers in the Account Management team drive strategic sales execution and performance across predominantly enterprise accounts. You will be instrumental in achieving ambitious sales targets through sophisticated account planning. Your client portfolio will include may of the larger customers across key Wood Mackenzie markets and those with substantial growth potential, requiring advanced relationship management and commercial acumen.

Your role will focus on maximizing client value through comprehensive account strategies, leveraging multiple touchpoints including executive-level meetings, strategic consultations, and advanced digital solutions. You will excel at identifying and executing complex up-sell and cross-sell opportunities, requiring deep analytical skills and the ability to solve problems with less day-to-day direction. 

Main Responsibilities

Strategic Account Planning & Execution

• Develop comprehensive, multi-year portfolio strategies considering complex macro & micro economic factors, competitive dynamics, and client business cycles
• Lead strategic account planning processes that integrate multiple Wood Mackenzie service lines and regional priorities
• Proactively manage and maximize commercial growth across a portfolio of high-value, complex accounts
• Drive sophisticated cross-sell and up-sell strategies across research, consulting, and emerging service offerings

Client Relationship & Business Development

• Build and maintain C-level and senior executive relationships within strategic accounts
• Represent Wood Mackenzie as a thought leader at industry conferences and professional organizations
• Develop deep understanding of client business strategies and how Wood Mackenzie's suite of products creates competitive advantage
• Navigate complex client organizations to identify decision-makers and influence buying processes

Market Intelligence & Innovation

• Provide strategic feedback to business leadership on market trends, competitive intelligence, and service enhancement opportunities
• Lead new product and service development initiatives within assigned accounts
• Act as the strategic voice of the customer to internal stakeholders and the authoritative voice of Wood Mackenzie to clients
• Evaluate complex market situations using multiple information sources to develop innovative solutions

Cross-functional Leadership

• Lead cross-functional teams including marketing, training, client services, research, and consulting to deliver integrated solutions
• Manage complex sales pipelines with sophisticated forecasting methodologies
• Mentor junior account management team members and share best practices

About You

Knowledge & Experience

• Developed knowledge and comprehensive understanding of account management processes, procedures, and systems within the energy/natural resources sector
• Advanced understanding of how account management integrates with other teams to achieve overall business objectives
• Proven track record in complex B2B sales environments with sophisticated buying cycles

Professional Skills

• Extensive experience in senior client-facing roles with demonstrated ability to build trusted advisor relationships at executive level
• Strong commercial track record in developing strategic accounts and navigating complex organizational structures
• Advanced analytical skills and evaluative judgment for complex client situations
• Exceptional negotiation skills with ability to structure multi-faceted commercial agreements

Personal Attributes

• Self-motivated leader with advanced problem-solving capabilities requiring minimal direction
• Demonstrates sophisticated judgment in resource utilization and strategic prioritization
• Passionate about driving business growth through innovative approaches
• Intellectually curious about how advanced data analytics solve critical business challenges
• Highly organized with advanced planning skills and ability to manage complex, multi-stakeholder workloads

Technical Requirements

• Advanced proficiency with CRM systems such as Salesforce, including custom reporting and analytics
• Experience with complex sales forecasting and pipeline management tools

Expectations

• Delivery of individual targets
• Role model strong integrity and sets an example of WoodMac’s values and behaviours.
• Mentor and guide junior team members
• 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.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones
• While this is expected to be a full-time role, part-time 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 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.