This session is by invitation only and limited to those in the following roles: C-suite, SAM Program Leaders, Heads of Program Office, and COE. If interested, please contact Ryan Martin, SAMA’s Director of Customer Success and Marketing: martin@strategicaccounts.org.
Successful strategic account management (SAM) programs don’t happen by chance — they require thoughtful organizational design, intentional C-suite engagement, and an organization’s top talent to lead and execute with discipline. As a strategic account program leader, you sit at the intersection of your company and customer success. SAMA research shows that best-in-class SAM programs deliver business results that are 2x to 5x greater than those achieved with non-strategic customers.
We’ve assembled a panel of SAM community experts recognized for their best-in-class programs so that you can uncover the key attributes and insights from their years of experience.
This 2.5-hour interactive session will explore best-and-next practices around high-impact SAM programs that drive growth, customer value, and internal collaboration. We will share insights from recent SAMA research on the role of program leaders and their impact on SAM programs, as told by our global panel of SAMA Excellence Award winners.
Key topics include:
- C-Level and Executive Sponsorship: How to secure and sustain leadership engagement that reinforces strategic customer partnerships.
- Internal Alignment: Building cross-functional collaboration and accountability across business units.
- Account (De)Selection and Segmentation: Practical approaches to identifying and prioritizing accounts for maximum impact and ROI.
- SAM and Program Roles: Defining the competencies, structures, and career paths that enable high-performing account managers and program teams.
- Talent Management: Recruiting, developing, and retaining the right people to lead complex customer relationships.
- Business Impact to Drive 2x Results vs. Non-Strategic Customers: Designing customer and program KPIs that measure both customer and program success while driving organizational alignment and buy-in.
- AI and Technology Impact: How AI has impacted SAM structure, go-to-market strategies, talent management, and business impact.
Participants will also engage in small group discussions and leave with actionable insights and peer-tested tools for advancing their organization’s SAM maturity — whether they are refining an existing program or building one from the ground up.
Please note: This 2.5-hour session.
