Account Manager

Overview

We are designing the grid of the future! 

The Account Manager is responsible for the strategic growth, relationship development, and commercial performance of a portfolio of assigned EPE clients. The Account Manager serves as the primary Business Development owner for assigned accounts and is 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, not solely a relationship-management position. Account Managers are expected to proactively uncover opportunities, establish new relationships throughout assigned accounts, cross-sell EPE capabilities, and engage the appropriate technical and executive resources to advance opportunities.

The Account Manager develops a comprehensive understanding of each client’s organization, strategic priorities, capital investments, regulatory drivers, procurement environment, current EPE engagements, and future needs. Using this intelligence, they develop and execute account strategies designed to increase EPE’s relationship penetration, service penetration, pipeline, and revenue.

Account Managers work closely with EPE’s Technical Business Development Strategists, Line of Business (LOB) leaders, technical subject matter experts, executive leadership, and operational teams. The Account Manager brings deep knowledge of the client, while Technical BD Strategists and LOB leaders bring deep knowledge of the technical market and solutions. Together, they translate client needs and market intelligence into actionable business opportunities.

Depending on client size, complexity, and strategic importance, an Account Manager may be responsible for several assigned accounts. Regular client engagement and an active presence within assigned accounts are essential to success.

Responsibilities

How you can make an impact:

Account Strategy & Planning

• Own and maintain a comprehensive strategic account plan for each assigned client.
• Establish annual account growth targets and develop quarterly execution plans designed to achieve revenue, pipeline, opportunity creation, and relationship objectives.
• 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, including active projects, revenue, pipeline, key relationships, and services provided.
• Develop and maintain an account whitespace analysis identifying where EPE currently provides services, where EPE has limited or no penetration, and where additional EPE capabilities could address client needs.
• Identify opportunities to expand EPE across client departments, operating companies, geographic locations, and Lines of Business.
• Understand the competitive landscape within each account, including incumbent consultants, engineering firms, technology providers, and other competitors.
• Coordinate account strategy across EPE’s LOBs to provide the client with a unified and intentional EPE approach.
• Conduct regular internal account reviews with appropriate BD, LOB, and executive leadership to evaluate performance, pipeline, relationship coverage, risks, and next actions.

Relationship Development & Client Penetration

• Develop strong relationships throughout assigned client organizations at the executive, management, technical, operational, procurement, and sourcing levels.
• Build and maintain a stakeholder map identifying key decision-makers, influencers, client advocates, existing EPE relationships, relationship strength, internal relationship owners, gaps, and targeted next relationships.
• Develop both horizontal relationships across client organizations and vertical relationships through multiple levels of leadership.
• Identify and cultivate client advocates who understand EPE’s capabilities and can help facilitate introductions, provide insight, and identify additional opportunities.
• 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.

Organic Growth & Opportunity Creation

• 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 and determine where those capabilities align with assigned clients.
• 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 sufficient to support assigned account growth objectives.
• Ensure identified opportunities have clear next steps, client stakeholders, internal ownership, and advancement strategies.

Client Intelligence

• 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 that could create opportunities or risks for EPE.
• Maintain awareness of competitors working within assigned accounts and identify opportunities to strengthen or expand EPE’s position.

Opportunity Advancement & Proposal Strategy

• Maintain commercial ownership and visibility of opportunities from initial identification through award, coordinating closely with the responsible LOB.
• 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, including client priorities, stakeholder expectations, competitive positioning, relationship history, procurement considerations, and potential differentiators.
• 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.

Customer Business Reviews & Executive Engagement

• 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 rather than solely EPE’s internal objectives.
• 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.

Account & Commercial Management

• 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 affecting EPE’s ability to perform work.
• Work with appropriate internal teams to establish or expand MSAs, preferred-provider relationships, and other contracting vehicles where strategically beneficial.
• Partner with Finance and Operations to maintain awareness of invoicing and accounts receivable and assist with client resolution when commercial issues require relationship support.
• Identify and escalate contractual, procurement, relationship, delivery, or commercial barriers that could affect EPE’s ability to pursue or execute work.
• 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.

Internal Collaboration & Account Leadership

• 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 based on the client’s needs and opportunity.
• Coordinate client outreach across EPE to minimize duplicate, fragmented, or conflicting communication.
• Facilitate information sharing across LOBs so successful work and relationships in one area of the client can create opportunities elsewhere.
• Maintain clear ownership of follow-up actions following client engagements and ensure internal commitments are completed.

 

Qualifications

Bring your passion, here's what’s needed:

• 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.

Business & Commercial Skills

• 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.

Communication & Relationship Skills

• 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 account