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callmesalesdaddy

Account Manager

Contributor
Fire Starter
Good Citizen

Account Management Plan - Enterprise

Hey All,

In the final step of an interview and I need to create an enterprise account management plan.

I can choose the company, but it is to be a company like Amazon, Google, Microsoft, Apple and I need to develop a plan on how I'd grow the account.

I need to talk about what I know, don't know, and how I'd plan to grow the account.

I can base it off any industry, I'm currently in IT consulting sales.

Any tips or a good template for this? I haven't found much via the search.

Thanks in advance!


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DevSomeBiz
Valued Contributor
4
Senior B2B Sales Guy.
Research, reach out, review, adjust, discuss, and iterate.

Use Canva or something similar to make a visually appealing flowchart, and apply time frames. 2 days researching the client and finding leads. 1 day calling the leads. 1 day reviewing what I learned on my calls and figuring out what it means. 1 day adjusting prospect targets and parameters. Discuss findings with the boss. Start over.

Reality is, all of these steps are happening all the time. They're probably trying ti figure out if you have a process and you can communicate your process. You're trying to sell them on your thought process. This is just a more modern version of "sell me this pen".
TennisandSales
Politicker
0
Head Of Sales
you are totally right, the are looking to see if you have a process you can replicate. and also how you THINK about an account.
callmesalesdaddy
Contributor
0
Account Manager
@DevSomeBizThank you, this is helpful! I was thinking of creating a higher level plan that has the companies overall mission, stakeholders who I can work with, why I'd reach to those stakeholders, and then tie in this cadence of how I would research and how I would reach out
DungeonsNDemos
Big Shot
0
Rolling 20's all day
This is great stuff! I'm saving this answer.
@MySharonais Bravado looking to add "save post" feature anytime soon?
saaskicker
Celebrated Contributor
0
Enterprise AE
Have you done this in the past?
callmesalesdaddy
Contributor
0
Account Manager
No, half of my experience is on the new logo side for SMB and MM. The other is MM AM, but we donโ€™t do formal account plans
saaskicker
Celebrated Contributor
0
Enterprise AE
identify key stakeholders
understand renewal dates
understand initiatives at exec level to tie cross-sell to
identify decision process
understand the different lines of business

https://blog.hubspot.com/sales/account-planning-the-missed-opportunity
Kosta_Konfucius
Politicker
0
Sales Rep
Looks at the company's website and find the success stories. Lots of time it says the title of the DM and product. Use those to build a strategy
TennisandSales
Politicker
0
Head Of Sales
when you say you need to develop a plan on how you would "grow the account" can you be more specific on what they are asking? in this situation are they suppose to be a current customer?

This is what I would do:
- google "x company: 2023 vision". many big companies like to talk about big things they want to accomplish. then use that and see if your product can align to that vision.

- Next figure out which people at the organization play a role in that vision.

- Figure out who works under them. Now you have a path and a message to deliver.

If that doesnt lead to anything then I would do this:

- take the product/service you sell now and think of a use case that would make the biggest impact.

- then make your flow chart on who would be the DM and who works under them, who they could potentially work with ect ect.
- plan on decisions being made by committee. Explain how you would approach that.

there i alot here but happy to go back and forth.
callmesalesdaddy
Contributor
1
Account Manager
@TennisandSales- Thank you for this detail, this is fantastic! Yes, it is based if they are a current customer and how I would upsell or grow the total revenue.

I may use my current role for the plan which is IT consulting and I usually work with Director of Engineer, Product, Growth, etc.

So far, I am planning to use your framework that would have overall company vision, highest level stakeholders involved, and then narrow down some stakeholders who I think would report to them and my approach/plan of why I am reaching to those contacts and my cadence/messaging of how I would reach to them.

Any other tips/feedback are greatly appreciated. Thanks again!!
TennisandSales
Politicker
0
Head Of Sales
so if they are current customers I would also explain a plan to have the current contact introduce you to the right people needed for the expansion. that will be key, leveraging existing relationships to grow an account.

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