Strategic accounts are complex environments where decisions are shaped by networks of stakeholders rather than a single decision maker. To drive revenue and deepen partnerships, strategic account managers must see the full stakeholder landscape clearly, understand influence dynamics, and engage each stakeholder with purpose.

In this interactive 75-minute session, participants will learn a practical stakeholder mapping approach tailored for complex accounts. Using their own accounts, attendees will build a stakeholder influence map to identify key players, understand their careabouts, where support or resistance exists, and how to mobilize customer and internal influencers to move key initiatives forward. Participants will leave with a simple, repeatable framework to turn stakeholder insights into a focused engagement plan that builds alignment and moves strategic opportunities forward.

Topics covered:

• Understand why stakeholder mapping is a critical SAM capability for navigating complex, matrixed accounts.
• Identify and categorize key stakeholders across customer and internal teams (decision makers, influencers, champions, blockers).
• Map stakeholder influence, priorities, relationships, and stance (support/neutral/resistant).
• Diagnose sources of misalignment and resistance and determine how to address them.
• Translate the stakeholder map into a focused engagement plan with targeted actions, messaging, and next steps.