Account Director - Channels & Redistribution
About The Position
Wood Mackenzie is seeking a strategic, high-performing Account Director for Channels and Redistribution. This is a pivotal individual contributor role focused on expanding our market presence by selling Wood Mackenzie’s industry-leading data, research, and content through third-party technology platforms. As a key member of a new Go-To-Market (GTM) initiative, you will not only execute sales but also actively contribute to the overall strategy and execution plan for this business initiative. You will be responsible for identifying, developing, and managing strategic partnerships that allow our underlying intelligence to be integrated into external workflows and platforms. You will be part of a dynamic and growing team with opportunity for career expansion and growth as the initiative scales.
Requirements
- Minimum of 10 years of B2B sales experience, with a proven track record in channel sales and partnership management.
- Strong preference for candidates with experience selling data licensing, market intelligence, or research content.
- Ability to contribute to a new GTM initiative, including market analysis and strategy refinement.
- Bachelor’s degree required.
- Experience in Energy and Commodities (Upstream, Power, Renewables, or Metals & Mining) is a significant advantage but not required.
- Understanding of how data integrates into third-party platforms (e.g., via APIs or ETRM systems) to solve complex business challenges.
- Familiarity with prevailing models for advanced AI use cases for both major AI Providers (LLMs) and tech platforms that leverage embedded AI capabilities within the third-party platform.
- Approaches challenges with a growth mindset, viewing obstacles as learning opportunities and demonstrating the perseverance necessary to navigate complex opportunities through to completion.
- Operates with a high sense of purpose, balancing speed and results without sacrificing quality to thrive in our fast-paced environment.
Responsibilities
- Collaborate with leadership to define the strategy for the Channels and Redistribution initiative, providing market feedback and personal professional experience to shape the overall execution plan.
- Develop and execute comprehensive account plans for high-value channel partners, aligning Wood Mackenzie’s data assets with their technology platforms. This includes existing channels clients and prospective new logo clients.
- Build and manage a robust sales pipeline, moving opportunities from initial identification through to complex contract negotiation and closing.
- Guide opportunities through due diligence to ensure complete understanding of channels’ market presence, customer profiles, proposed data and content needs, use cases and consumption/integration models. Review for competitive risk and potential risk mitigation.
- Focus on selling underlying data and research services in accordance with Wood Mackenzie preferred commercial models.
- Partner closely with Product, Research, and Sales Operations to ensure technical and commercial alignment for complex redistribution deals.
- Maintain high levels of CRM excellence (Salesforce) to provide accurate quarterly and annual forecasts, paying close attention to near-term pipeline progression and future pipeline build.
- Deliver individual targets.
- Role model strong integrity and sets an example of WoodMac’s values and behaviours.
- Mentor and guide junior team members.
Benefits
- We are an equal opportunities employer.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
