Your customer’s senior executives think differently, decide differently, and expect to engage differently. Yet many SAMs still bring “account manager energy” into rooms that require “executive partner presence.”

This session focuses on developing the gravitas, communication skills, and strategic framing needed to succeed in C-suite engagements. We’ll explore how SAMs can quickly align on what matters most to senior leaders, tell compelling value stories that link to their business priorities, and handle challenging questions with confidence. Drawing on ZS’s recent research on the evolving competencies required for successful key account management, we will share examples of how to elevate and coach executive presence for key account management. Attendees will leave with practical tools for elevating their team’s influence and becoming the executive partner their customers seek.