Senior Business Development Manager – Utilities

Wood Mackenzie

Senior Business Development Manager focusing on acquiring new customers in the utilities sector at Wood Mackenzie. Responsible for driving revenue growth through long sales cycles and stakeholder management.

Posted 7/17/2026full-timeHouston • Massachusetts, New York, Texas • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

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.

Highest-signal resume keywords

5+ Years Experience Selling Into UtilitiesProven Track Record Of Closing Complex DealsExperience Engaging Utility StakeholdersKnowledge Of Power Markets And Energy IndustryStrong Financial And Commercial Acumen

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Lifecycle ManagementOpportunity ManagementPipeline ForecastingNegotiation SkillsData Analytics Solutions Sales

Soft Skills

Strategic ThinkingTime ManagementAttention To DetailSelf-StarterRelationship Building

Tools & Technologies

CRM SystemsSalesforce

Certifications & Qualifications

Bachelor's DegreeMBA Or Relevant Advanced Degree

Industry Keywords

Utilities SectorRegulated IndustriesNew Logo AcquisitionMarket IntelligenceStakeholder Engagement

About the role

Key responsibilities & impact

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 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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Equal Opportunities employer
Commitment to recruiting the best people regardless of status