This whitepaper identifies six core competencies that drive strategic account growth: Results Driver, Project Manager, Relationship Lead, Collaborator, Technical Expert, and Innovator. Based on research across 397 organizations, Top Performers outperform others by emphasizing proactive value creation, disciplined execution, and innovative client engagement. Key differentiators include strong account planning, internal collaboration, and leadership alignment. The findings help organizations design effective SAM roles, hire and develop high-impact talent, and unlock the “ridiculous upside” of existing account growth.

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