Successful KAM across global markets requires more than a strong central strategy. The principles may travel, but the game plan must account for the customers, systems, and context of each market.
In the second installment of SAMA’s global podcast series with ZS, host Amelia Summerell, Associate Principal at ZS, is joined by Kevin Santo, who leads ZS’s strategic account management practice across Europe. Drawing on real-world examples from across the region, Kevin explores how organizations can balance a shared strategic vision with the flexibility required to succeed locally.
The conversation covers cross-functional orchestration, co-creation with local teams, the role of AI, leadership support, and why even the best central template can’t replace local context.
