About the Role
This is an exciting opportunity to join the New Business Development team within Wood Mackenzie, focused on our Technology, AI & Digital Infrastructure customer segment.
This senior role is responsible for driving significant revenue growth through new business (new logo) acquisition. You will own the sales process from prospecting to close, working both inbound and outbound opportunities while collaborating closely with Sales Development, Marketing, Research, Consulting and Product teams.
Your focus will be on leading technology organizations whose growth and operations are increasingly shaped by energy availability, power procurement, infrastructure planning and the rapid expansion of AI. Target customers include enterprise technology companies, cloud providers, AI infrastructure organizations, large technology firms with energy procurement teams, grid and power technology providers, asset optimization companies, and semiconductor manufacturers.
You will help customers leverage Wood Mackenzie's market intelligence, forecasting and analytics solutions to better understand energy markets, power availability, infrastructure requirements and the implications of accelerating electricity demand.
Key Responsibilities
- Meet or exceed your new business sales target through proactive inbound and outbound business development.
- Target, prospect, identify and prioritize new business opportunities within the Technology, AI & Digital Infrastructure ecosystem.
- Build and manage a strong pipeline of qualified opportunities from origination through close.
- Partner with Sales Development to maximize conversion of inbound and outbound leads while generating your own opportunities.
- Execute strategic prospecting campaigns in partnership with Marketing to engage key personas and customer workflows.
- Represent Wood Mackenzie at industry conferences, customer meetings and technology-focused events.
- Collaborate across Sales, Marketing, Research, Consulting and Product teams to help win new business and support growth initiatives.
Territory Planning
- Develop and maintain a territory plan to support growth within the Technology, AI & Digital Infrastructure segment.
- Identify opportunities across enterprise technology organizations, cloud providers, AI infrastructure companies, semiconductor manufacturers and power technology providers.
- Align territory plans to key industry themes including AI-driven power demand, data center growth, grid constraints, energy procurement strategies, electrification and digital infrastructure expansion.
- Work closely with internal stakeholders to maximize market coverage and pipeline growth.
Sales Process
- Manage all aspects of the sales cycle including prospecting, qualification, discovery, solution selling, negotiation and contract execution.
- Build relationships with stakeholders across strategy, infrastructure, operations, energy procurement, sustainability and executive leadership teams.
- Ensure opportunities are accurately documented and progressed through the CRM.
- Partner with Account Management to ensure successful customer onboarding and handover.
Sales Forecasting
- Maintain accurate forecasting and pipeline management through Salesforce and other sales enablement tools.
- Ensure strong CRM hygiene and opportunity management practices.
Product and Sector Expertise
- Develop a strong understanding of Wood Mackenzie's solutions and the challenges facing technology companies as they navigate growing energy requirements.
- Build knowledge of how customers use market intelligence, forecasts and analytics to support infrastructure investment, energy procurement, site selection and strategic planning decisions.
- Identify new audiences, customer use cases and growth opportunities within the sector.
Product Development Collaboration
- Partner with Product and Research teams to provide market feedback, customer insights and competitive intelligence.
- Support product launches and help shape future product development based on customer needs and market trends.
About You
- Extensive business development or enterprise sales experience within data & analytics, market intelligence, research, software or consulting businesses.
- Proven track record of meeting and exceeding new business sales targets.
- Ability to manage complex, multi-stakeholder sales cycles and develop opportunities independently.
- Strong understanding of the technology sector and the growing intersection between energy, infrastructure and digital transformation.
- Experience working in or selling to one or more of the following:
- Enterprise technology organizations
- Cloud service providers
- AI infrastructure companies
- Semiconductor manufacturers
- Digital infrastructure providers
- Grid and power technology companies
- Large enterprises with energy procurement functions
- Understanding of how organizations use data, analytics and market intelligence to support strategic investment and operational decision-making.
- Strong relationship-building, communication and negotiation skills with the ability to engage both technical and executive stakeholders.
- Strategic thinker with a results-oriented mindset and strong commercial acumen.
- Bachelor's degree required; MBA or relevant advanced degree preferred.
- Willingness to travel as required.
