Technical Sales Manager, Upstream

Company Description

Wood Mackenzie are the global research, analytics, and consultancy business powering the natural resources industry. For 50 years, we have been providing the quality data, analytics, and insights our customers rely on to inspire their decision making.

Our dedicated upstream, gas & LNG, power & renewables, chemicals, metals & mining sector teams are located around the world and deliver a variety of projects based on our assessment and valuation of thousands of individual assets, companies, and economic indicators such as market supply, demand, and price trends.

We have over 1,900 employees in 30 locations, serving customers in nearly 80 countries. Together, we inspire and innovate the markets we serve - providing invaluable intelligence to help our customers overcome the toughest challenges, and make strategic decisions that will, ultimately, accelerate the world’s transition to a more sustainable future.

**Wood Mackenzie brand video**

**Job Description**:
Wood Mackenzie is looking for enthusiastic, talented, and ambitious sales professional to join our growing Upstream & Carbon Management (UCM) Sales team. The role is to partner with the regional sales teams to further identify and grow our UCM portfolio across our existing customer base. The role will be responsible for growing our UCM business in your region.

The Technical Sales Specialist will report into the Head of UCM Sales. You will be instrumental in assisting the sales team achieve its sales targets as well as ensuring knowledge transfer across the business.

**Responsibilities of the Role**

Product and sector expertise:

- Develop a deep understanding of the value of our UCM solutions and the UCM sector to deliver cross sell growth and support customer retention. With a specific focus on Subsurface, CCUS and Emissions.
- Act as an internal ambassador for the UCM segment, supporting communication of product enhancements and market developments across the organisation and working with teams including sales, customer success, marketing, research and consulting.

Retention and proactive new business development:

- Partner with Regional Sales colleagues to support the value proposition of the new offerings we will be developing and position these within the accounts where we think there is potential for growth. This will be achieved through a deep understanding of customer workflows and demonstrate how the new solutions can address them, identify unmet customer needs, and uncover new buying centres.
- Support the customer lifecycle by working with other functions to support, engagement, NCD and retention.
- Responsibility for making sure we are being consistent (regionally and globally) in our approach (e.g. bundling of content, discount levels, target setting) across the UCM portfolio

Territory planning:

- Developing a clear regional strategy for the UCM portfolio, including Go-To-Market Strategies as well as retirement plans for legacy products
- Develop, regularly maintain, and own a sales plan for your territory. Identify key growth markets, needle moving opportunities, and risks within your existing portfolio to plan your time effectively and develop a sales strategy and tactics.
- Collaborate with Product Sales, Customer Focus, Research, and Consulting to build and execute on your plan, and to challenge Regional Sales colleagues on their ambition to deliver growth across the segment.
- Build strong relationships across the UCM Segment to ensure alignment across the regional sales organisation

Product development collaboration:

- Working with the regional Marketing team, including Product Marketing, to ensure that their budgets and plans align with the regional UCM Sales strategy
- Work closely with the Product and Research teams to help shape the UCM product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
- Support new UCM product and service development launches through the development of go-to-market activities.

Ensure the sales process is followed:

- Support all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, deal structure, final negotiations, and closing. All aspects of the sales process must be handled efficiently and fully documented.
- Work closely with Product Specialists on UCM regional pre-Sales strategy

Accurate sales forecasting:

- Effectively manage the business pipeline to ensure accurate forecasting in Salesforce.

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**Qualifications**:
You will:

- Have significant experience in client facing or Account Management roles.
- Demonstrate a deep knowledge of the UCM sector.
- Have an extensive commercial track record in developing clients and establishing a trusted advisor relationship.
- Be a self-motivated and energetic individual, a successful negotiator and results oriented.
- Have a proven track record in collaborating with diffe