Strategic Account Management Association

OCTOBER 26, 2021

In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Clarifying the executive sponsor role, behaviors (internally and externally) and expectations is critical if we wish to leverage the role as an accelerator and create executive accountability within the account team.

Account Management 520

Account Management Co-Creation Leadership Procurement 520

Cosawi

JANUARY 29, 2024

In our more traditional groups, marketing, and sales work in locked steps but it seems that the shift to strategic account management is often missing marketing when time comes to establish its roadmap. These sponsors not only provide buy-in but also actively participate in the ABM strategy.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

Cosawi

DECEMBER 28, 2021

The idea of executive engagement implies an accountable and engaged member of the account team, rather than a distant back- room player. In our organization’s work, we see much confusion and lack of clarity on executive sponsorship, even when it is in place. Contribute to, and have accountability for, the account plan.

Leadership 52

Leadership Co-Creation Account Management Decision-making 52