Best Practice Report

Mapping Competencies: Global Account Manager

September 10th, 2018

Summary

Global account managers give B2B sales organizations a crucial advantage — the ability to more easily manage large, complex accounts that span multiple countries. Global accounts represent large, revenue-generating accounts that engage with complex opportunities, have multiple buying centers, and typically require a single sales role to lead and coordinate services. Global account managers must possess the ability to fulfill client requests and simultaneously expand wallet share. In this report, we define basic, intermediate, and advanced competencies across three core disciplines of the global account management role.

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