Senior Business Development Manager – Utilities

Key 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 Wood Mackenzie’s response time SLAs, alongside developing your own opportunities
• Conceive and execute effective prospecting programs 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
• 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
• Provide structured input to Product and Research teams based on customer requirements and market trends and regulatory developments

• 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
• 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

Demonstrates expertise in managing the full sales lifecycle within the utilities sector, including prospecting, stakeholder engagement, and closing complex deals. Possesses strong financial acumen and a strategic approach to developing and executing territory plans aligned with growth objectives.

• CRM Systems
• Salesforce