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 sta