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About the Role
The Account Manager is responsible for the strategic growth, relationship development, and commercial performance of a portfolio of assigned EPE clients. This role serves as the primary Business Development owner for assigned accounts, accountable for expanding EPE’s footprint, creating qualified opportunities, growing revenue, and strengthening relationships throughout the client organization. This is an active business development role focused on proactively uncovering opportunities, establishing new relationships, cross-selling EPE capabilities, and engaging technical and executive resources.
Responsibilities
- Own and maintain a comprehensive strategic account plan for each assigned client.
- Establish annual account growth targets and develop quarterly execution plans.
- Develop a comprehensive understanding of each client’s organizational structure, strategic priorities, capital programs, regulatory environment, major initiatives, procurement strategy, and operational challenges.
- Maintain visibility into EPE’s current and historical work across each account.
- Develop and maintain an account whitespace analysis.
- Identify opportunities to expand EPE across client departments, operating companies, geographic locations, and Lines of Business.
- Understand the competitive landscape within each account.
- Coordinate account strategy across EPE’s LOBs.
- Conduct regular internal account reviews with appropriate BD, LOB, and executive leadership.
- Develop strong relationships throughout assigned client organizations at the executive, management, technical, operational, procurement, and sourcing levels.
- Build and maintain a stakeholder map.
- Develop both horizontal relationships across client organizations and vertical relationships through multiple levels of leadership.
- Identify and cultivate client advocates.
- Establish and maintain strong relationships with procurement, sourcing, supply chain, vendor management, and contract-management organizations.
- Reduce dependency on individual client contacts by building broad, sustainable relationships across the organization.
- Coordinate introductions between client stakeholders and the appropriate EPE executives, LOB leaders, Technical BD Strategists, and subject matter experts.
- Maintain a consistent client presence through meetings, site visits, industry events, and other meaningful engagement.
- Own organic business development and growth within assigned accounts.
- Proactively identify client needs rather than relying solely on incoming RFPs, renewals, or client requests.
- Create qualified opportunities through client conversations, account intelligence, regulatory and market signals, capital plans, project follow-up, cross-selling, and identification of emerging client challenges.
- Maintain sufficient knowledge of EPE’s overall capabilities to recognize potential opportunities and engage the appropriate technical resources.
- Partner with Technical BD Strategists and LOB leaders to understand emerging technical and market opportunities.
- Introduce relevant EPE capabilities to new client organizations, departments, and stakeholders.
- Use successful project execution and existing relationships as platforms for identifying follow-on and adjacent opportunities.
- Develop strategies to expand individual projects into broader, longer-term client relationships.
- Maintain an actionable pipeline of near-term and longer-term opportunities.
- Ensure identified opportunities have clear next steps, client stakeholders, internal ownership, and advancement strategies.
- Maintain a strong understanding of each client’s business, leadership, organizational structure, regulatory environment, financial priorities, capital programs, and operational challenges.
- Monitor client announcements, regulatory filings, capital plans, organizational changes, procurement activity, leadership changes, major initiatives, and other relevant market signals.
- Identify emerging issues or initiatives that may create opportunities for EPE before a formal procurement or RFP is issued.
- Share actionable client intelligence with EPE’s Technical BD Strategists, LOB leaders, executive leadership, and other appropriate internal stakeholders.
- Identify changes in client leadership, procurement strategy, business priorities, project performance, or competitive environment.
- Maintain awareness of competitors working within assigned accounts.
- Maintain commercial ownership and visibility of opportunities from initial identification through award.
- Bring Technical BD Strategists and subject matter experts into opportunities when deeper technical discovery, solution development, or scoping is required.
- Provide critical client intelligence for proposal development.
- Support proposal and RFP strategy by helping establish positioning, win themes, client-specific messaging, and pursuit strategy.
- Participate in bid/no-bid discussions for opportunities within assigned accounts.
- Maintain disciplined follow-up with clients throughout the pursuit process.
- Ensure Salesforce accurately reflects opportunity value, probability, forecast, anticipated close date, next actions, client stakeholders, and other relevant account information.
- Maintain continuity between the client, Business Development, and technical teams throughout the pursuit process.
- Plan, prepare, and lead recurring Customer Business Reviews (CBRs) with key client stakeholders and appropriate EPE leadership.
- Develop CBR agendas based on the client’s priorities.
- Review current engagements and overall relationship performance while creating space for discussion of upcoming client priorities, challenges, and initiatives.
- Use CBRs to identify opportunities for expanded support, additional capabilities, new relationships, and strategic collaboration.
- Coordinate participation from appropriate EPE executives, LOB leaders, Technical BD Strategists, project leaders, and subject matter experts.
- Prepare EPE participants with relevant client background, stakeholder information, current work, relationship history, opportunities, risks, and desired meeting outcomes.
- Capture commitments, introductions, opportunities, client feedback, and next actions resulting from each CBR and ensure timely follow-through.
- Coordinate other strategic client engagements, including executive meetings, technical workshops, site visits, and leadership discussions.
- Serve as the central Business Development coordination point for assigned accounts.
- Maintain awareness of Master Services Agreements (MSAs), rate agreements, vendor registrations, insurance requirements, procurement processes, contract renewals, and other commercial requirements.
- Work with appropriate internal teams to establish or expand MSAs, preferred-provider relationships, and other contracting vehicles.
- Partner with Finance and Operations to maintain awareness of invoicing and accounts receivable and assist with client resolution.
- Identify and escalate contractual, procurement, relationship, delivery, or commercial barriers.
- Maintain accurate and timely client, contact, activity, pipeline, opportunity, and forecast information within Salesforce.
- Provide leadership with accurate visibility into account performance, anticipated opportunities, risks, and growth outlook.
- Act as the central coordinator for EPE’s overall relationship and business development strategy within assigned accounts.
- Work closely with Technical BD Strategists to connect EPE’s technical market intelligence and capabilities with specific needs within assigned clients.
- Work with LOB leaders to understand capabilities, project experience, emerging services, and areas EPE wants to expand.
- Bring the appropriate EPE technical and executive resources into client conversations.
- Coordinate client outreach across EPE to minimize duplicate, fragmented, or conflicting communication.
- Facilitate information sharing across LOBs.
- Maintain clear ownership of follow-up actions following client engagements and ensure internal commitments are completed.
Requirements
- Bachelor’s degree in Business, Engineering, Energy, Finance, Economics, Communications, or a related field.
- 5+ years of professional experience in account management, business development, consulting, professional services, sales, or another client-facing role.
- 3+ years of experience within the electric utility, power, energy, engineering, or related industry preferred.
- Demonstrated experience managing and growing complex B2B client relationships.
- Proven experience identifying client needs and converting relationships and account intelligence into qualified business opportunities.
- Experience developing account plans, stakeholder strategies, opportunity pipelines, and growth plans.
- Demonstrated success expanding relationships beyond an initial point of contact or existing area of work.
- Strong understanding of strategic account management principles and organic growth strategies.
- Ability to understand revenue, pipeline, forecasts, opportunity probability, procurement processes, contracts, and competitive dynamics.
- Ability to analyze client information, organizational structures, market intelligence, and commercial data and translate those insights into actionable account strategies.
- Strong working knowledge of Salesforce or another CRM platform.
- Proficiency with Microsoft PowerPoint, Excel, Word, and Outlook.
- Strong executive presence and the ability to communicate effectively with client executives, managers, technical leaders, procurement professionals, and internal leadership.
- Exceptional relationship-building skills with the ability to establish trust, develop new relationships, and navigate complex organizations.
- Strong consultative questioning and listening skills with the ability to uncover client priorities, challenges, and unmet needs.
- Excellent written, verbal, presentation, and facilitation skills.
- Ability to lead client meetings and CBRs confidently and effectively.
- Ability to collaborate across technical and commercial organizations without direct authority over participating resources.
- Highly organized, accountable, and self-directed with strong follow-through.
- Ability to manage several complex accounts, numerous stakeholders, and multiple opportunities simultaneously.
- Willingness and ability to travel regularly to assigned client locations, EPE offices, and relevant industry events.
- Experience working directly for or selling professional services to electric utilities.
- Experience managing large strategic or enterprise accounts with multiple departments, business units, operating companies, and decision-makers.
- Existing relationships within investor-owned utilities, municipal utilities, cooperatives, ISO/RTOs, or other power-industry organizations.
- Experience selling engineering, consulting, technology, or other professional services.
- Familiarity with utility procurement, MSAs, professional-services agreements, RFPs, rate agreements, and vendor-management processes.
- Working knowledge of utility functions and services such as transmission, distribution, grid modernization, planning, regulatory, energy markets, interconnection, electrification, and digital solutions.
- Demonstrated record of growing existing accounts through relationship expansion, cross-selling, and proactive opportunity creation.
- Experience planning and facilitating executive-level Customer Business Reviews or similar strategic client engagements.
Skills
- Account Management
- Business Development
- Client Relationship Management
- Strategic Planning
- Sales
- Consulting
- Professional Services
- CRM (Salesforce)
- Microsoft Office Suite (PowerPoint, Excel, Word, Outlook)
- Communication
- Relationship Building
- Consultative Selling
- Executive Presence
- Collaboration
- Organization
- Follow-through
- Travel
Location
- Remote US
Work Type
- Remote
- Full-time
Experience Level
- 5+ years professional experience
- 3+ years industry experience preferred
Education Level
- Bachelor's degree
Benefits
- Comprehensive health and wellness benefits including medical, dental, and vision with 100% premium coverage for you
- Generous PTO and paid holidays
- MyShare Employee Ownership Program
- Work with industry leaders
- 401K, up to a 4% match (100% vested from day 1)
About the Company
- We are designing the grid of the future!
- For more than half a century, Electric Power Engineers (EPE) has partnered with power and energy clients across the globe, providing consulting expertise and energy intelligence software solutions for complex engineering and grid modeling challenges.
- As leaders in the renewables space, we are focused on building a modern, secure, and resilient grid.
- Join us in making an impact on the communities we serve and the environment in which we live. Together we can transform the future of energy.
Equal Opportunity
- EPE is an equal opportunity/AA/Disability/Veteran employer.