Strategic Account Management 

Appreciate the components of common channel partnerships and reseller agreements

Develop an annual strategic plan for maintaining and growing business with a channel partner and reseller

Understand the common reasons for relationship friction and the risk of churn

Execute a framework for handling the most common issues that arise in a channel or reseller partnership

Appreciate how sellers structure their organization to manage customer accounts

Compare and contrast the roles of customer service with customer success management with account management and key account management

Execute a framework for handing the most common issues that arise in strategic account management involving enterprise accounts

In this course you will learn the sales processes, frameworks and skill sets utilized by top sales organizations in managing channel partnerships with retailers and resellers

Further you will learn how to implement a sales strategy to meet customer needs and increase customer satisfaction

You will be challenged to demonstrate your account management skills covering the range from customer service, customer success and to key account management