Mapping Competencies: Account Executive

November 2nd, 2018

Jennifer Bullock Principal Analyst

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Summary

B2B sales reps must understand and leverage fixed action patterns to change buyer preferences. This is especially important for account executives, who must disrupt the status quo and create new business opportunities to drive changes in buyer behavior. Competency maps inform a development path for account executives that aids their execution of finding and securing new business. In this report, we define basic, intermediate, and advanced competencies across two core disciplines required for the account executive role.

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