Best Practice Report

Competency Map: Global Account Manager

February 28th, 2024
With contributors:
Peter Ostrow , Mike Pregler , Justin Ferguson , Kate Pierpont


Global account managers give B2B sales organizations a crucial advantage — the ability to more easily manage 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 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 manager role.

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