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About the Role

In this role, you will lead EPE's Account Management function, manage a portfolio of strategic client accounts, and drive organic growth. You will also serve as a player-coach, carrying your own book of business while leading and coordinating the Account Management team. This position provides executive leadership with a consolidated view of account health, pipeline, forecasts, and growth opportunities, partnering closely with various teams to drive a coordinated strategy for growing EPE's existing client base.

Responsibilities

Directly manage a portfolio of assigned strategic accounts, including account planning, relationship development, opportunity creation, cross-selling, forecasting, and Customer Business Reviews (CBRs).
Develop a deep understanding of assigned clients’ organizations, priorities, capital programs, challenges, procurement environments, and current EPE engagements.
Identify whitespace within existing clients and develop strategies to expand EPE across departments, business units, operating companies, geographic locations, and service offerings.
Build relationships across executive, management, technical, operational, procurement, and sourcing organizations.
Maintain qualified pipelines and actionable growth plans for assigned clients.
Partner with Technical BD Strategists and LOB leaders to connect client needs with EPE capabilities and convert identified needs into opportunities.
Lead, coach, and develop the Account Management team and establish clear expectations for account ownership, client engagement, opportunity creation, pipeline development, forecasting, and follow-through.
Coordinate with Account Managers to develop and maintain strategic account plans, stakeholder maps, relationship strategies, growth targets, and cross-selling plans.
Conduct regular account reviews with Account Managers to evaluate performance, pipeline, upcoming client activity, relationship coverage, risks, and next actions.
Ensure consistent Account Management processes and standards across the team while allowing strategies to be tailored to individual clients.
Help Account Managers identify relationship gaps, develop client engagement strategies, prepare for strategic meetings, and determine when to engage EPE executives, LOB leaders, or Technical BD Strategists.
Support the professional development and performance management of Account Managers.
Maintain a consolidated view of EPE’s organic client portfolio, including account status, revenue trends, pipeline, forecasts, opportunities, relationship health, cross-selling activity, and key risks.
Provide Business Development and executive leadership with regular, concise summaries of account performance and outlook.
Own the development of Account Management presentations, dashboards, executive summaries, and recurring leadership updates on behalf of the team.
Consolidate Account Manager inputs into a clear portfolio-level story highlighting performance, major pursuits, forecast changes, client activity, risks, and areas requiring leadership attention.
Develop and maintain reliable client-level forecasts in coordination with Account Managers and LOB leadership.
Challenge forecast assumptions, opportunity probability, value, timing, and next steps to improve forecast accuracy.
Identify accounts that are growing, stable, declining, at risk, or underpenetrated and recommend appropriate actions.
Develop and lead a structured cross-selling strategy across EPE’s organic client base.
Evaluate where EPE currently works within each strategic client and identify capabilities, LOBs, departments, and locations where EPE has limited or no penetration.
Coordinate with Account Managers and Technical BD Strategists to prioritize the highest-value cross-selling opportunities.
Identify successful services or solutions delivered for one client that could be expanded into other parts of that client organization.
Establish measurable account penetration and organic growth objectives and monitor progress against those objectives.
Facilitate collaboration across LOBs to ensure EPE presents a coordinated approach to strategic clients rather than independent service offerings.
Establish expectations and standards for Customer Business Reviews (CBRs) across strategic accounts.
Support Account Managers in developing CBR agendas, presentations, objectives, and follow-up strategies.
Participate in or lead CBRs for assigned accounts and other strategic clients when appropriate.
Ensure CBRs focus on the client’s priorities, current EPE performance, future initiatives, relationship development, and opportunities for expanded support.
Coordinate executive involvement in strategic accounts and ensure EPE leadership is appropriately prepared for significant client meetings.
Ensure client feedback, commitments, opportunities, and next actions are captured and followed through.
Ensure Account Managers maintain accurate client, contact, activity, opportunity, pipeline, and forecast information within Salesforce.
Maintain awareness of MSAs, rate agreements, procurement requirements, vendor registrations, accounts receivable, and other commercial matters affecting strategic clients.
Identify and escalate significant client satisfaction, delivery, contractual, relationship, or commercial risks.
Coordinate across BD and LOB leadership to prevent fragmented or duplicate client outreach and maintain clear account ownership.
Promote sharing of client intelligence, successful approaches, and lessons learned across the Account Management team.

Requirements

Bachelor’s degree in Business, Engineering, Energy, Finance, Economics, or a related field.
7+ years of experience in account management, business development, consulting, professional services, sales, or another client-facing role.
Electric utility, power, energy, or engineering industry experience strongly preferred.
Previous experience leading, mentoring, or managing client-facing professionals preferred.
Demonstrated success managing and growing complex strategic accounts.
Proven ability to develop account strategies, create qualified opportunities, cross-sell services, and grow revenue within existing clients.
Strong understanding of pipeline management, forecasting, opportunity management, and CRM discipline.
Ability to analyze account and portfolio information and translate it into concise, actionable recommendations for leadership.
Strong executive communication and presentation skills, including the ability to develop and deliver executive-level account and portfolio presentations.
Strong relationship-building skills with the ability to engage executive, technical, commercial, procurement, and operational stakeholders.
Ability to lead through influence and coordinate effectively across multiple LOBs, technical teams, and leadership groups.
Strong organizational skills, attention to detail, accountability, and follow-through.
Proficiency with Salesforce or comparable CRM platforms and Microsoft PowerPoint, Excel, Word, and Outlook.
Willingness and ability to travel regularly for client meetings, CBRs, EPE strategy sessions, and industry events.
Experience managing an Account Management or Business Development team.
Experience working directly for or providing professional services to electric utilities.
Experience managing large strategic accounts with multiple business units, stakeholders, and service offerings.
Experience selling engineering, consulting, technology, or other professional services.
Familiarity with utility procurement, MSAs, RFPs, rate agreements, and contracting processes.
Demonstrated experience developing executive reporting, client forecasts, portfolio reviews, and cross-selling strategies.

Skills

Account Management
Business Development
Consulting
Professional Services
Sales
Client-facing
Account Planning
Relationship Development
Opportunity Creation
Cross-selling
Forecasting
Customer Business Reviews (CBRs)
Pipeline Management
CRM
Salesforce
Executive Communication
Presentation Skills
Relationship Building
Leadership
Influence
Coordination
Organizational Skills
Attention to Detail
Accountability
Follow-through
Microsoft PowerPoint
Microsoft Excel
Microsoft Word
Microsoft Outlook

Location

Remote in the US

Work Type

Remote
Full-time

Experience Level

7+ years of experience in account management, business development, consulting, professional services, sales, or another client-facing role.
Previous experience leading, mentoring, or managing client-facing professionals preferred.
Experience managing an Account Management or Business Development team.
Experience managing large strategic accounts with multiple business units, stakeholders, and service offerings.

Education Level

Bachelor’s degree in Business, Engineering, Energy, Finance, Economics, or a related field.

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.