Conference Agenda
Critical Skills
Special Event
Relationship Management
Keynote
sunday may 17
monday may 18
tuesday may 19
wednesday may 20
5:00 pm – 6:00 pm
Bonus Session – Turning Your Account Plan into a Revenue-Generating Machine
Track: Critical Skills for Strategic Account Managers
View session details6:00 pm – 7:30 pm
SAMA Happy Hour
8:30 am – 9:30 am
Beyond Grit: The art & science of collective resilience
Track: Keynote
View session details10:00 am – 11:15 am
Session 103 – From Talk to Transformation: How leaders embed cross-functional discipline for strategic account success
Track: SAM Program Design, Structure, and Management
View session detailsSession 105 – From Quota Chasers to Trusted Advisors: Winning with aligned, customer-centric account planning
Track: SAM Program Design, Structure, and Management
View session detailsSession 114 – From Framework to Forward Momentum: The realities of building a SAM program in a mid-sized firm
Track: SAM Program Design, Structure, and Management
View session detailsSession 203 – Value Co-Creation: Developing and articulating your account value portfolio
Track: Critical Skills for Strategic Account Managers
View session detailsSession 208 – Master the Customer Conversation: Use brain science, AI, and big data to generate measurable sales lift
Track: Critical Skills for Strategic Account Managers
View session detailsSession 209 – Discounting Is Not a Negotiation Strategy
Track: Critical Skills for Strategic Account Managers
View session detailsSession 301 – AI in Action: Transforming strategic account management
Track: Trends in Strategic Account Management
View session detailsSession 304 – AI in Key Account Management: What’s hype and what’s actually working
Track: Trends in Strategic Account Management
View session details10:00 am – 1:00 pm
Double Session
Session 119 – Building High-Impact SAM Programs: Best-and-next insights from SAMA Excellence Award winners worldwide
Track: SAM Program Design, Structure, and Management
View session details11:45 am – 1:00 pm
Session 104 – The Adaptability Advantage: Future-proofing strategic accounts
Track: SAM Program Design, Structure, and Management
View session detailsSession 106 – The SAM Leader’s Playbook: Enabling and empowering SAM teams
Track: SAM Program Design, Structure, and Management
View session detailsSession 110 – Investigator, Interpreter, Reporter: How high-performing programs are building insight capability with the commercial insight strategist
Track: SAM Program Design, Structure, and Management
View session detailsSession 117 – From Buzzword to Practice: What customer-centricity really looks like in SAM
Track: SAM Program Design, Structure, and Management
View session detailsSession 205 – Executive Presence for SAMs
Track: Critical Skills for Strategic Account Managers
View session detailsSession 206 – Building a Competitive Strategy to Effectively Differentiate Yourself and Win
Track: Critical Skills for Strategic Account Managers
View session detailsSession 214 – Creating Value Through Optimal Negotiation Strategies
Track: Critical Skills for Strategic Account Managers
View session detailsSession 305 – Building Resilience to Thrive Through Change
Track: Trends in Strategic Account Management
View session detailsSession 306 – Navigating AI Powered Procurement: How to stay competitive and win
Track: Trends in Strategic Account Management
View session details1:00 pm – 2:15 pm
Lunch
2:15 pm – 3:30 pm
Session 101 – Strategic Account Selection and Metrics That Drive Real Results at bioMérieux
Track: SAM Program Design, Structure, and Management
View session detailsSession 109 – Customer-Led, Team-Enabled ABM: Turning strategic accounts into real growth engines
Track: SAM Program Design, Structure, and Management
View session detailsSession 112 – KAM Strategy: From decision to delivery
Track: SAM Program Design, Structure, and Management
View session detailsSession 113 – Winning the B2B Pricing Game: Strategies for multi-tiered, long-cycle, and global deals
Track: SAM Program Design, Structure, and Management
View session detailsSession 115 – Evolving Executive Sponsorship: Hilton’s strategic expansion one year later
Track: SAM Program Design, Structure, and Management
View session detailsSession 118 – Executive Sponsorship That Works: Turning senior leaders into growth champions
Track: SAM Program Design, Structure, and Management
View session detailsSession 204 – Leveraging the Account Team for Selling a Challenge-Driven Portfolio: Driving cross-unit sales of cybersecurity services
Track: Critical Skills for Strategic Account Managers
View session detailsSession 210 – Account Planning That Works: Three perspectives from inside AVI-SPL
Track: Critical Skills for Strategic Account Managers
View session detailsSession 303 – Partnering with AI: Smarter decisions, stronger relationships
Track: Trends in Strategic Account Management
View session details2:15 pm – 5:15 pm
Double Session
Session 207 – Developing Business & Financial Acumen for Engaging the C-Suite
Track: Critical Skills for Strategic Account Managers
View session details4:00 pm – 5:15 pm
Session 102 – Proving SAM Value to Your Organization: Harnessing voice of customer (VOC) to drive strategic improvement and showcase measurable impact
Track: SAM Program Design, Structure, and Management
View session detailsSession 107 – Inside the Build: How Boehringer Ingelheim established a high-performing strategic account management program office
Track: SAM Program Design, Structure, and Management
View session detailsSession 108 – Harnessing the Hypercare Approach for Rapid Scaling and Impact
Track: SAM Program Design, Structure, and Management
View session detailsSession 111 – The End of Average: Multiplying top-performer results at scale
Track: SAM Program Design, Structure, and Management
View session detailsSession 203 – Value Co-Creation: Developing and articulating your account value portfolio
Track: Critical Skills for Strategic Account Managers
View session detailsSession 213 – Building Account Growth Strategies That Drive Revenue and Relationship Expansion
Track: Critical Skills for Strategic Account Managers
View session detailsSession 302 – Mastering the Matrix: Real-world lessons in strategic collaboration
Track: Trends in Strategic Account Management
View session detailsSession 308 – Strategic Portfolio Optimization: Turning AI into your account strategy engine
Track: Trends in Strategic Account Management
View session details6:30 pm – 9:30 pm
Reception & Dinner
8:30 am – 9:30 am
Adaptive by Design: How AI is reshaping strategic account management
Track: Keynote
View session details10:00 am – 11:15 am
Session 101 – Strategic Account Selection and Metrics That Drive Real Results at bioMérieux
Track: SAM Program Design, Structure, and Management
View session detailsSession 104 – The Adaptability Advantage: Future-proofing strategic accounts
Track: SAM Program Design, Structure, and Management
View session detailsSession 109 – Customer-Led, Team-Enabled ABM: Turning strategic accounts into real growth engines
Track: SAM Program Design, Structure, and Management
View session detailsSession 111 – The End of Average: Multiplying top-performer results at scale
Track: SAM Program Design, Structure, and Management
View session detailsSession 115 – Evolving Executive Sponsorship: Hilton’s strategic expansion one year later
Track: SAM Program Design, Structure, and Management
View session detailsSession 202 – Inside Healthcare C-Suite: Building strategic partnerships that stick
Track: Critical Skills for Strategic Account Managers
View session detailsSession 214 – Creating Value Through Optimal Negotiation Strategies
Track: Critical Skills for Strategic Account Managers
View session detailsSession 303 – Partnering with AI: Smarter decisions, stronger relationships
Track: Trends in Strategic Account Management
View session detailsSession 308 – Strategic Portfolio Optimization: Turning AI into your account strategy engine
Track: Trends in Strategic Account Management
View session details10:00 am – 1:00 pm
Double Session
Session 211 – Selling to Senior-Level Executives
Track: Critical Skills for Strategic Account Managers
View session details11:45 am – 1:00 pm
Session 105 – From Quota Chasers to Trusted Advisors: Winning with aligned, customer-centric account planning
Track: SAM Program Design, Structure, and Management
View session detailsSession 106 – The SAM Leader’s Playbook: Enabling and empowering SAM teams
Track: SAM Program Design, Structure, and Management
View session detailsSession 114 – From Framework to Forward Momentum: The realities of building a SAM program in a mid-sized firm
Track: SAM Program Design, Structure, and Management
View session detailsSession 201 – Stakeholder Mapping
Track: Critical Skills for Strategic Account Managers
View session detailsSession 202 – Inside Healthcare C-Suite: Building strategic partnerships that stick
Track: Critical Skills for Strategic Account Managers
View session detailsSession 213 – Building Account Growth Strategies That Drive Revenue and Relationship Expansion
Track: Critical Skills for Strategic Account Managers
View session detailsSession 215 – Premier’s 5000% ROI: Driving value through strategic partnerships
Track: Critical Skills for Strategic Account Managers
View session detailsSession 301 – AI in Action: Transforming strategic account management
Track: Trends in Strategic Account Management
View session detailsSession 302 – Mastering the Matrix: Real-world lessons in strategic collaboration
Track: Trends in Strategic Account Management
View session details1:00 pm – 2:15 pm
Lunch
2:15 pm – 3:30 pm
Session 102 – Proving SAM Value to Your Organization: Harnessing voice of customer (VOC) to drive strategic improvement and showcase measurable impact
Track: SAM Program Design, Structure, and Management
View session detailsSession 107 – Inside the Build: How Boehringer Ingelheim established a high-performing strategic account management program office
Track: SAM Program Design, Structure, and Management
View session detailsSession 118 – Executive Sponsorship That Works: Turning senior leaders into growth champions
Track: SAM Program Design, Structure, and Management
View session detailsSession 120 – Prove It or Lose It: Defending your KAM program with data
Track: SAM Program Design, Structure, and Management
View session detailsSession 209 – Discounting Is Not a Negotiation Strategy
Track: Critical Skills for Strategic Account Managers
View session detailsSession 210 – Account Planning That Works: Three perspectives from inside AVI-SPL
Track: Critical Skills for Strategic Account Managers
View session detailsSession 305 – Building Resilience to Thrive Through Change
Track: Trends in Strategic Account Management
View session detailsSession 309 – Critical Thinking in the Age of AI
Track: Trends in Strategic Account Management
View session details2:15 pm – 5:15 pm
Double Session
Session 207 – Developing Business & Financial Acumen for Engaging the C-Suite
Track: Critical Skills for Strategic Account Managers
View session details4:00 pm – 5:15 pm
Session 103 – From Talk to Transformation: How leaders embed cross-functional discipline for strategic account success
Track: SAM Program Design, Structure, and Management
View session detailsSession 108 – Harnessing the Hypercare Approach for Rapid Scaling and Impact
Track: SAM Program Design, Structure, and Management
View session detailsSession 112 – KAM Strategy: From decision to delivery
Track: SAM Program Design, Structure, and Management
View session detailsSession 116 – Your Sales Strategy Isn’t the Problem, Execution Is — and Playbooks Don’t Execute
Track: SAM Program Design, Structure, and Management
View session detailsSession 206 – Building a Competitive Strategy to Effectively Differentiate Yourself and Win
Track: Critical Skills for Strategic Account Managers
View session detailsSession 304 – AI in Key Account Management: What’s hype and what’s actually working
Track: Trends in Strategic Account Management
View session detailsSession 306 – Navigating AI Powered Procurement: How to stay competitive and win
Track: Trends in Strategic Account Management
View session detailsSession 307 – Practical AI for Strategic Account Managers: Elevating SAMA fundamentals with everyday generative tools
Track: Trends in Strategic Account Management
View session details6:30 pm – 7:30 pm
Reception
8:30 am – 9:30 am
High-Stakes Alignment: The missing link between strategic accounts and innovation
Track: Keynote
View session details10:00 am – 11:15 am
Session 116 – Your Sales Strategy Isn’t the Problem, Execution Is — and Playbooks Don’t Execute
Track: SAM Program Design, Structure, and Management
View session detailsSession 117 – From Buzzword to Practice: What customer-centricity really looks like in SAM
Track: SAM Program Design, Structure, and Management
View session detailsSession 120 – Prove It or Lose It: Defending your KAM program with data
Track: SAM Program Design, Structure, and Management
View session detailsSession 208 – Master the Customer Conversation: Use brain science, AI, and big data to generate measurable sales lift
Track: Critical Skills for Strategic Account Managers
View session detailsSession 215 – Premier’s 5000% ROI: Driving value through strategic partnerships
Track: Critical Skills for Strategic Account Managers
View session detailsSession 309 – Critical Thinking in the Age of AI
Track: Trends in Strategic Account Management
View session details10:00 am – 1:00 pm
Double Session
Session 211 – Selling to Senior-Level Executives
Track: Critical Skills for Strategic Account Managers
View session details11:45 am – 1:00 pm
Session 113 – Winning the B2B Pricing Game: Strategies for multi-tiered, long-cycle, and global deals
Track: SAM Program Design, Structure, and Management
View session detailsSession 201 – Stakeholder Mapping
Track: Critical Skills for Strategic Account Managers
View session detailsSession 205 – Executive Presence for SAMs
Track: Critical Skills for Strategic Account Managers
View session detailsSession 307 – Practical AI for Strategic Account Managers: Elevating SAMA fundamentals with everyday generative tools
Track: Trends in Strategic Account Management
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