Mapping Competencies: Account Manager

October 8th, 2018

Jennifer Bullock Principal Analyst

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Summary

B2B account managers require various competencies to succeed and serve the needs of the business. They must be able to satisfy current customer needs one moment and then rapidly shift their focus to addressing new sales opportunities in the next. If the account manager has to master anything, it is striking this balance between addressing customer needs and growing wallet share. In this report, we define basic, intermediate, and advanced competencies across three core disciplines that are required for the account manager role.

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