Product Sales Specialists, Upstream & Carbon Management (UCM) - All Levels
- Dubai, United Arab Emirates
Posted yesterday
About the role
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.
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- 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
Are you driven by mastering complex selling solutions and delivering outstanding results in dynamic market environments? Do you thrive on solving customer challenges and driving revenue growth?
Wood Mackenzie is looking for enthusiastic, talented, and ambitious sales professionals to join our growing Upstream and Carbon Management (UCM) Sales team. The role is focused on expanding and deepening the adoption of Wood Mackenzie's solutions across the specified markets, with a particular focus on Natural Resources, Financials, Governments and other market participants.
The Product Sales Specialists will partner closely with Account Management and New Logo Sales teams to identify, develop, and close new business opportunities while growing strategic relationships with existing customers. The role will be instrumental in helping Wood Mackenzie further strengthen its position as the leading provider of energy intelligence and analytics within the Upstream and Carbon Markets.
Reporting to the Head of UCM Specialist Sales, you will bring deep industry expertise, strong commercial acumen, and local market knowledge to support revenue growth, customer engagement, and market expansion across these regions whilst also looking at the global expansion of these clients.
We are looking for individuals who combine a strong understanding of Upstream, Exploration and Carbon markets with proven sales success and the ability to engage senior stakeholders across a large breadth of organizations to help us achieve our ambitious growth targets. This is your opportunity to grow your brand within the business and externally while working with one of the industry's leading energy intelligence providers.
Main Responsibilities:
Product and sector expertise:
- Develop deep expertise in Wood Mackenzie's UCM solutions and clearly articulate their value across commercial, strategic, investment, procurement, and market analysis workflows.
- Maintain a strong understanding of the associated markets, including supply, demand, pricing, contracting, trade flows, infrastructure developments, and energy transition trends.
- Serve as a trusted advisor to customers by connecting market intelligence and analytics to their commercial and strategic challenges.
- Act as an internal ambassador for the UCM business, supporting knowledge sharing and collaboration across Sales, Customer Success, Product, Research, Consulting, and Marketing teams.
- Represent Wood Mackenzie at customer events, conferences, industry forums, and executive meetings across the regions.
Growth mindset:
- Lead the identification, qualification, and development of new business opportunities within the UCM sector.
- Focus on expanding Wood Mackenzie's presence among upstream developers, gas and power utilities, financial institutions, conglomerates, engineering firms, and emerging market participants.
- Partner closely with Account Management colleagues to identify and develop new commercial opportunities within existing customer accounts by understanding client workflows, uncovering unmet needs, identifying new buying centres, and demonstrating the breadth of Wood Mackenzie’s UCM solutions to address those requirements.
- Collaborate with New Logo Sales teams to support new business opportunities across the sales cycle, including qualification, discovery, needs analysis, solution positioning, and commercial validation.
- Deliver product demonstrations and value-based presentations that clearly articulate how Wood Mackenzie’s data, analysis, and workflows solve customer challenges and support critical business decisions.
- Build trusted advisor relationships with stakeholders across upstream developers, gas and power utilities, financial institutions, conglomerates, engineering firms and other market participants.
Territory planning:
- Develop, regularly maintain, and own a sales plan for your territory. Identify key growth markets, strategic accounts, expansion opportunities, and potential risks to effectively prioritise your activities.
- Collaborate with Account Management, New Logo Sales, Customer Success, Research, Consulting, and other Product Sales Specialists to build and execute account strategies that drive sustainable revenue growth.
- Maintain an accurate pipeline and opportunity forecast within CRM systems and contribute to regular business reviews and planning activities.
Product development collaboration:
- Work closely with the Product and Research teams to help shape the UCM product development roadmap based on customer feedback, market trends, customer workflow knowledge, and competitive intelligence.
- Act as the voice of the customer internally, helping ensure our solutions continue to evolve in line with changing market needs.
- Support the launch and commercial adoption of new UCM products, services, datasets, and workflow solutions.
Qualifications
- Significant experience in client-facing, pre-sales, business development, account management, consulting, or solution specialist roles.
- Strong knowledge of Upstream, Exploration and Carbon markets, including market fundamentals, commercial dynamics, trading, investment, or strategic planning processes.
- Experience engaging with upstream developers, gas and power utilities, financial institutions, conglomerates, engineering firms and other market participants, and a strong understanding of their commercial, strategic, and investment workflows.
- Demonstrated ability to communicate complex market analysis and data-driven insights to commercial and technical audiences.
- Proven commercial track record supporting revenue growth and acting as a trusted subject-matter expert with customers.
- Self-motivated, energetic, and results-oriented, with a strong focus on delivering customer value.
- Proven ability to collaborate effectively across multiple internal teams to achieve commercial success.
- Strong organisational, planning, and prioritisation skills with the ability to manage multiple opportunities simultaneously.
- Intellectual curiosity and a genuine interest in how data, analytics, and market intelligence help customers solve complex business challenges.
- Fluency in a relevant local language (Portuguese/Spanish/Mandarin/Arabic) alongside English is desired.
- Experience using CRM systems such as Salesforce is desirable.
- Experience within the Upstream, Exploration and Carbon Markets, energy analytics, market intelligence, or commodity markets sectors is strongly preferred.
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 (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov