Head of Subsurface Sales

Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. In an ever-changing world, companies and governments need reliable and actionable insight to lead the transition to a sustainable future. That’s why we cover the entire supply chain with unparalleled breadth and depth, backed by over 50 years’ experience. Our team of over 2,400 experts, operating across 30 global locations, are enabling customers’ decisions through real-time analytics, consultancy, events and thought leadership. Together, we deliver the insight they need to separate risk from opportunity and make confident decisions when it matters most.

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

Role Purpose

The newly created role of Head of Subsurface Sales will be the commercial lead for Wood Mackenzie’s existing and new offerings within the subsurface offering within the upstream sub-segment.

Our customers require high quality data and analytics and industry leading insight to inform their investment decisions to gain deeper understanding of below and above ground drivers of successful value creation.  Furthermore, integration of technical and commercial data and analysis has never been more important.  A more targeted approach with commercialisation as the end-goal is needed - simply discovering volume is no longer enough

This is an exciting opportunity for a forward looking individual to develop and mature their commercial leadership capability, developing and executing on a commercial strategy across this evolving offering. The role will be a key member of both the Subsurface leadership team, and the Upstream Sales Leadership Teams.

The Head of Subsurface Sales will be expected to have a strong understanding of the business, financials, products & services, the market and the needs / challenges of our customers.  They will develop both colleagues’ and customers’ understanding and will become recognised expert in these areas.

The successful candidate will thrive in a networked influencer role within a matrix structure - responsible for realising substantial revenue growth by selling and expanding into accounts held within the existing sales geographies, as well as identifying and driving growth of new logos. They will do this by leveraging strong internal networks and excellent influencing skills. There is future potential for the role to also have line management responsibility for a small sub-segment sales team.

They will be responsible for developing a clear strategy for this transforming portfolio, including Go-To-Market Strategies, as well as retirement plans for legacy Products. They will champion and maximise growth from the current product set while giving input into product direction, including Lens.

Main Responsibilities

• Develop and execute a sales strategy to achieve subsurface sales objectives and ambitious revenue targets.
• Actively manage and report on the subsurface pipeline.
• Become an active member of the Subsurface and Upstream Sales leadership teams.
• Leading an indirect sales organisation.  The individual will need to be able to build strong relationships with all members of the sales leadership team to ensure alignment across the sales organisation and to work closely with UCM TSS and NCD for supporting Subsurface growth initiatives.
• Work closely and continuously with the sub segment leadership team and enabling functions; Consulting, Product, Marketing and Finance to shape and deliver the business plan of the sub segment.
• Be the voice of the customer and partner with Product and Data organisations to ensure the ongoing development of the product suite. Ensure all Product enhancements, additions, expansions, resources added in the previous year have been comprehensively captured in customer collateral to justify price increases during commercial negotiations at renewal.
• Own competitor intelligence relevant to Subsurface Research and ensure that this is communicated to the wider sales and marketing team on an ongoing basis.
• Responsible for working with the marketing team globally to ensure that their budgets and plans are consistent with the Subsurface Sales strategy.
• Lead analysis to identify current and future growth opportunities e.g., Total Addressable Market, whitespace, discounting, segmentation, territory planning.
• Ensure orientation towards high quality service delivery to clients and the adoption of best practice Client Engagement within the team, including segmentation and differentiation of servicing.
• Enhance awareness (both internal and external) as a key area for knowledge improvement.  Actively coach members of the global sales team to foster a wide understanding of the needs of clients across all elements of the Subsurface offering.

About You

To be successful in this role you are an ambitious emerging commercial leader.  You have a proven commercial track record within your customers.  You have a proven track record of building relationships both internally and externally.  You have proven experience in successfully engaging with diverse set of customer types and personas across the energy transition market participants.

You will have:

Essential

• An extensive commercial track record with 5+ years in Sales
• A depth of knowledge of in the Subsurface market and the needs / challenges of the sector

Desirable

• Highly evolved communication skills and an ability to translate technical information into business language.
• Ability to drive and deliver through influence.  Ability to effectively operate within a matrix.
• Demonstrate competency in planning and executing a long-term commercial strategy while also being able to deliver on short-term targets.
• Demonstrated experience of senior stakeholder management
• Have an intellectual curiosity and aptitude towards the growing fields of data and data analytics and how these tools help clients solve business critical issues.
• Demonstrated where your analysis and insight has informed commercially impactful evidence-based decision making.

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.