ABSTRACT
When it comes to the success of a key account management (KAM) program, it’s difficult to overstate the importance of alignment and active engagement from the senior-most executive team. KAM is an organization-wide business strategy, not a role or a sales-only initiative. Executive alignment and engagement play a critical role in breaking silos, ensuring resources, attracting top talent and sustaining the execution and commitment required to foster strategic partnerships and impact. Executive engagement also improves access to the customer’s senior-most executives and is critical to the success of the broader program. In this chapter, we explore the five approaches for achieving executive alignment and engagement.
