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Resource Library

RESOURCE LIBRARY

SAMA'S Resource Library has just what you need, when you need it.

Our resource library is currently being updated. If you have not found what you are looking for or if we can save you some time and search for you, please submit request or contact your account manager. You can also contact SAMA via phone at +1 312 251 3131.

Resources are for personal use only and may not be copied or distributed without the direct consent of SAMA.

Resource Type

White Paper/Case Study

Book

Conference Presentation

Research

Blog

Velocity Magazine Article

Podcast

Webinar/Video

Microlearning

Tools

SAM Program Organizational Enablers

C-Level Support and Executive Sponsorship

Account Selection/Deselection and Segmentation

SAM Program Roles and Talent Management

Internal Design, Structure and Alignment

Strategic Customer Alignment and Relationship Management

Strategic Account Planning and Execution

Value Co-Creation, Capture and Realization

Strategic Customer and Program Metrics

Systemic Enablement of Strategic Account Management

Strategic Account Management Process

Step 1 - Customer Co-Discovery and Value "Fit"

Step 2 - Strategic Account Plan

Step 3 - Co-Create Value and Monetize

Step 4 - Mobilize/Align the Multifunctional Team

Step 5 - Value Through Negotiation and Closing

Step 6 - Execute and Deliver to Customer Commitments

Step 7 - Value through Overall Relationship and Outcome Management

Strategic Account Manager Competencies

1.0 Understand the Customer's Business and Priorities

1.1 Customer Orientation

1.2 Company Knowledge

1.3 Industry Knowledge

1.4 Customer Knowledge

2.0 Strategic Account & Opportunity Planning

2.1 Strategic Thinking

2.2 Financial / Business Acumen

2.3 Value Analysis & Opportunity Insight

3.0 Joint Solution Development, Co-creation and Reaching Agreement

3.1 Communication & Influence Skills

3.2 Value Co-creation

3.3 Negotiation Skills

4.0 Multifunctional Account Team Leadership

4.1 Interpersonal Relationship Skills

4.2 Team Leadership

4.3 Cultural Knowledge & Sensitivity

5.0 Overall Relationship and Outcome Management

5.1 Responsible for the Corporate Customer Relationship

5.2 Process Discipline

5.3 Accountability for Business Outcomes

FREE RESOURCES

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Search Results: 1

Velocity Magazine Article

Engage internal stakeholders early and often

To stay relevant amid an ever-shifting marketplace, SAMs must consider the driving factors of such change. read more

To stay relevant amid an ever-shifting marketplace, SAMs must consider the driving factors of such change. read less

Author(s):SAMA Publication Date: May 15, 2023 Price: Non-Member - 10.00 | Individual-Member - 0.00 | Corporate-Member - 0.00

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Search Results: 1

About SAMA

Contact Us

4740 N Cumberland Ave #389
Chicago, IL 60656
+1 312-251-3131
info@strategicaccounts.org

Founded in 1964, SAMA is a unique nonprofit association with more than 15,000 members worldwide. We offer numerous training, professional development and networking events throughout North America, Asia and Europe each year in addition to research, publications and other knowledge resources.

Upcoming Events:

Webinar: Executive Presence for Stra... 06/27/2023 Executive Presence for Strategic Account Managers
webinar: Finding and Fixing Account ... 07/12/2023 Finding and Fixing Account Management Blind Spots: Stop losing winnable deals

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