Title: Senior Account Manager, Staffing
Status: Full-Time/Exempt
Location: Remote, with travel up to 20%
Job Summary
The Senior Account Manager is the primary relationship owner for an assigned portfolio of utility client accounts. This is a growth role, not a maintenance role. You will deepen existing relationships, expand wallet share, identify new workforce needs before clients articulate them, and partner with our recruiting team to deliver qualified talent against time-sensitive program demands.
You will be expected to understand how utilities are organized, how workforce decisions get made, and what keeps program managers and procurement leaders up at night. Utility staffing experience is strongly preferred. If you have sold staffing into IOU accounts, worked the Beeline or Fieldglass VMS environment, or placed engineers and technologists into grid programs, we want to talk.
Key Responsibilities
Account Ownership & Growth
- Own a defined portfolio of utility client accounts, serve as the primary point of contact for hiring managers, workforce planners, and procurement
- Identify and pursue expansion opportunities within existing accounts: new departments, new project phases, new hiring categories
- Build and maintain relationships at multiple levels within each account, from day-to-day hiring managers to senior operational leaders
- Represent BSUS at client sites, industry events, and utility conferences to strengthen visibility and deepen trust
Delivery Partnership
- Work directly with internal recruiting and sourcing teams to translate client requirements into fast, accurate candidate matches
- Manage the full placement lifecycle: intake, submittal, interview coordination, offer, onboarding, and ongoing contractor relationship management
- Conduct structured intake calls with client hiring managers to capture technical requirements, team context, and timing — and communicate those clearly to the recruiting team
- Proactively manage contractor relationships on active engagements to ensure retention, extension, and referral opportunities
Pipeline & Reporting
- Maintain accurate account activity, pipeline, and revenue data in Bullhorn (BH)
- Provide regular account updates and revenue forecasts to leadership
- Track contract end dates, extension opportunities, and competitive threats across the portfolio
Minimum Requirements
- 7–10+ years of experience in staffing sales or account management
- Demonstrated track record of growing revenue within existing accounts through consultative relationship management
- Familiarity with utility workforce functions: grid engineering, IT/OT systems, EMS/SCADA, SAP IS-U, GIS, operations, and regulatory roles
- Experience navigating VMS-managed accounts (Beeline, Fieldglass, SAP Fieldglass) and MSA-driven procurement environments
- Strong communication, negotiation, and presentation skills; comfortable engaging procurement, HR, and operational leaders
- Proficiency with Bullhorn or comparable CRM for pipeline and account management
- Ability to travel up to 20% for client visits, on-site meetings, and industry events
Strongly Preferred
- Direct experience staffing into electric or gas utility accounts: IOU, municipal utility, or utility-focused SI
- Existing relationships within utility workforce, procurement, or program management functions
- Exposure to utility programs including grid modernization, EMS/SCADA, AMI, SAP implementations, or NERC CIP compliance
- Experience in a boutique or specialized staffing firm, comfortable operating without a large back-office infrastructure
Education
- Bachelor's degree in Business, Communications, Engineering, or a related field preferred — relevant experience will be weighted equally
