Job Description 

Wood Mackenzie is looking for an enthusiastic, talented, and ambitious sales professional to join our growing Gas & LNG Sales team. The role is focused on expanding and deepening the adoption of Wood Mackenzie's Gas & LNG solutions across the Japanese market, with a particular focus on upstream developers, gas and power utilities, LNG buyers and traders, financial institutions, conglomerates, engineering firms and other market participants.  

The Lead Specialist - Tech Sales 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 Japan's gas and LNG sector. 

Reporting to the Head of Gas & LNG 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 Japan and the wider Asia Pacific region. 

We are looking for an individual who combines a strong understanding of gas and LNG markets with proven sales success and the ability to engage senior stakeholders in both Japanese and international 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 Gas & LNG solutions and clearly articulate their value across commercial, strategic, investment, procurement, and market analysis workflows. 

• Maintain a strong understanding of Japanese, regional, and global gas and LNG 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 Gas & LNG 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 Japan and wider APAC. 

Growth mindset: 

• Lead the identification, qualification, and development of new business opportunities within Japan's gas and LNG sector.  

• Focus on expanding Wood Mackenzie's presence among upstream developers, gas and power utilities, LNG buyers and traders, 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 Gas & LNG 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, LNG buyers and traders, 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 Gas & LNG 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 Gas & LNG products, services, datasets, and workflow solutions. 

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Qualifications 

• Significant experience in client-facing, pre-sales, business development, account management, consulting, or solution specialist roles. 

• Strong knowledge of natural gas and LNG markets, including market fundamentals, commercial dynamics, trading, investment, or strategic planning processes. 

• Experience engaging with upstream developers, gas and power utilities, LNG buyers and traders, 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. 

• Experience using CRM systems such as Salesforce is desirable. 

• Experience within the natural gas, LNG, energy analytics, market intelligence, or commodity markets sectors is strongly preferred.