Senior Business Development Manager – Utilities (Americas)

Wood Mackenzie•Boston, MA

About The Position

This is an opportunity to join the New Business Development team within Wood Mackenzie, focused on the Utilities customer vertical. This is a senior, revenue-generating role responsible for driving significant growth through new logo acquisition within utility and utility-adjacent accounts. The role requires expertise in navigating complex, regulated environments, managing long sales cycles, and building multi-level stakeholder relationships across utility organizations. You will collaborate with multiple teams across the company (product specialists, marketing, research and consulting) to develop and win new business and contribute to the overall new business strategy of the organization.

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.
Demonstratable track record of meeting and exceeding sales targets, and of being a self-starter and managing your own pipeline.
Relevant knowledge of power markets and the energy industry and key dynamics, industry trends, and competitive landscape.
Strategic thinker with a hands-on, results-oriented approach.
Exceptional time management and attention to detail.
Strong financial and commercial acumen.
Bachelor's degree required.

Nice To Haves

Experience selling data, analytics, research, or market intelligence solutions preferred.
MBA or relevant advanced degree preferred.

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 our Lead Management and Sales Development teams to respond quickly and efficiently to all inbound and outbound leads to maximize win rates and meet Wood Mackenzie’s 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 to enable selling to specific personas and customer workflows.
Get in front of prospects and customers (both virtually and physically) to drive the sales pipeline forward. Attend key industry meetings & events as needed to support the growth of your pipeline and pursue new business opportunities in collaboration with the Events team, Research and other Sales colleagues.
Collaborate with other internal stakeholders as required to drive deals forward such as colleagues in Sales, Marketing, Research and Consulting.
Promote the organization in line with the company strategy, business plans, and values.
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 various roles within utility organizations to determine champions, technical users, administrators, and decision-makers to facilitate discussions throughout the sales cycle.
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.
Maintain accurate pipeline visibility and forecasting through CRM systems (e.g., Salesforce).
Ensure disciplined tracking of opportunities, stakeholder engagement, and deal progression.
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.
Provide structured input to Product and Research teams based on customer requirements and market trends and regulatory developments.
Support go-to-market efforts for new offerings relevant to utility customers.