Role Profile

Mapping Competencies: Account Executive

November 2nd, 2018


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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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.