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.comWood Mackenzie Brand VideoWood Mackenzie ValuesInclusive - we succeed togetherTrusting - we choose to trust each otherCustomer committed - we put customers at the heart of our decisionsFuture Focused - we accelerate changeCurious - we turn knowledge into actionRole PurposeThe Director, Americas Utilities and Tech Account Management will lead commercial efforts for Wood Mackenzie's existing and new offerings with utility and technology sector customers in the Americas. The successful candidate will be responsible for managing an account management team to drive substantial revenue growth and will take the lead in driving engagement both internally and externally.The Director, Americas Utilities and Tech Account Management will have a complete understanding of the business, financials, products and services, the market and the needs / challenges of accounts in this sector. They will develop both colleagues' and customers' understanding and will be the recognised expert in these areas.Main ResponsibilitiesLead a high-performance account management team focused on driving sales of research offerings, including Lens solutions, to utilities and tech clients in the AmericasContribute to target setting as part of segment sales planning for the Americas regionDirectly manage Account Managers within the team, motivate excellent team performance, set credible goals, monitor performance, identify and address performance gapsIdentify development needs and exploit opportunities for team and individual growth;Recruit, train and develop new talent into the teamEnsure full adoption of Salesforce and other relevant business tools within the teamBe responsible for driving and continuously improving Account Planning and Review processDeliver accurate pipeline forecasts and drive timely completion of renewalsBuild and maintain strong relationships with senior clients in the utilities and tech sectors across the AmericasRepresent the voice of the client and drive Wood Mackenzie to be the #1 provider in the utilities and tech spaceCollaborate with regional and segment sales leaders to ensure alignment of objectives with global Power & Renewables goalsAct as an expert on competitor intelligence relevant to the utilities and tech sectors in the AmericasCoach team members to develop a deep understanding of client needs in the utilities and tech space.Coach team members to successfully utilitise and hone the MEDDPICCC sales methodology.About You12+ years of experience in Sales, with a focus on the utilities and energy technology sectors in the AmericasDeep knowledge of P&R markets and the challenges facing the utilities and tech sectors in the AmericasStrong existing relationships with senior stakeholders in utilities and tech companiesProven track record of driving commercial results and exceeding targetsExperience in translating technical information into business languageDemonstrated success in developing long-term, trusted advisor relationships with utility and tech accounts across the AmericasUnderstanding of how data and analysis solve critical business issues for utilities and tech companiesProficiency in CRM systems such as Salesforce for pipeline management and forecastingStrong problem-solving skills and the ability to think creatively & drive innovationDemonstrated experience of fostering a winning culture and delivering and exceeding targetsA long running commercial track record of success across multiple accounts, and geographies in developing clients and establishing a deep-rooted trusted advisor relationshipAn energetic, tenacious, results-orientated approach, and are a successful negotiatorDemonstrated good judgment in resource utilisation and optimization and delegating when appropriatePassion for growing the business and have a genuine interest in developing yourselfAn intellectual curiosity about how data and analysis solve critical business issuesDemonstrated where your analysis and insight has informed commercially impactful evidence-based decision makingExcellent organizational and planning skillsExpectationsWe 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.While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.Equal OpportunitiesWe 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.