Account Director - Channels & Redistribution

Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape. For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments. Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected. By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe. This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.

Wood Mackenzie Values

• Inclusive – we succeed together
• Trusting – we choose to trust each other
• Customer committed – we put customers at the heart of our decisions
• Future Focused – we accelerate change
• Curious – we turn knowledge into action

Role Purpose

Wood Mackenzie is seeking a strategic, high-performing Account Director for Channels and Redistribution. This is a pivotal individual contributor role focused on expanding our market presence by selling Wood Mackenzie’s industry-leading data, research, and content through third-party technology platforms. As a key member of a new Go-To-Market (GTM) initiative, you will not only execute sales but also actively contribute to the overall strategy and execution plan for this business initiative. You will be responsible for identifying, developing, and managing strategic partnerships that allow our underlying intelligence to be integrated into external workflows and platforms. You will be part of a dynamic and growing team with opportunity for career expansion and growth as the initiative scales.

Main Responsibilities

• Strategic GTM Contribution: Collaborate with leadership to define the strategy for the Channels and Redistribution initiative, providing market feedback and personal professional experience to shape the overall execution plan.
• Strategic Account Planning: Develop and execute comprehensive account plans for high-value channel partners, aligning Wood Mackenzie’s data assets with their technology platforms. This includes existing channels clients and prospective new logo clients.
• Pipeline Generation & Progression: Build and manage a robust sales pipeline, moving opportunities from initial identification through to complex contract negotiation and closing.
• Execute Intake Frameworks: Guide opportunities through due diligence to ensure complete understanding of channels’ market presence, customer profiles, proposed data and content needs, use cases and consumption/integration models. Review for competitive risk and potential risk mitigation.
• Data & Content Licensing: Focus on selling underlying data and research services in accordance with Wood Mackenzie preferred commercial models.
• Cross-Functional Collaboration: Partner closely with Product, Research, and Sales Operations to ensure technical and commercial alignment for complex redistribution deals.
• Forecast Accuracy: Maintain high levels of CRM excellence (Salesforce) to provide accurate quarterly and annual forecasts, paying close attention to near-term pipeline progression and future pipeline build.

About You

• Experience: Minimum of 10 years of B2B sales experience, with a proven track record in channel sales and partnership management.
• Data Sales Expertise: Strong preference for candidates with experience selling data licensing, market intelligence, or research content.
• Strategic Mindset: Ability to contribute to a new GTM initiative, including market analysis and strategy refinement.
• Education: Bachelor’s degree required.
• Industry Knowledge: Experience in Energy and Commodities (Upstream, Power, Renewables, or Metals & Mining) is a significant advantage but not required.
• Technical Aptitude: Understanding of how data integrates into third-party platforms (e.g., via APIs or ETRM systems) to solve complex business challenges.
• AI / LLM Commercial Models: Familiarity with prevailing models for advanced AI use cases for both major AI Providers (LLMs) and tech platforms that leverage embedded AI capabilities within the third-party platform.
• Resilience & Growth: Approaches challenges with a growth mindset, viewing obstacles as learning opportunities and demonstrating the perseverance necessary to navigate complex opportunities through to completion.
• Urgency with Purpose: Operates with a high sense of purpose, balancing speed and results without sacrificing quality to thrive in our fast-paced environment.

Expectations

• Delivery of individual targets.
• Role model strong integrity and sets an example of WoodMac’s values and behaviours.
• Mentor and guide junior team members.
• We 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.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.
• While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.

Equal Opportunities

We 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.