Friday, July 7, 2017
Skills for Successful Strategic Account Management
Author, academic, and information technology professional Antoine Chaya holds an MBA and a PhD in information technology management from the Georgia Institute of Technology. Based in Redwood Shores, California, Antoine Chaya serves as the senior director of strategic accounts at the computer technology company Oracle.
The role of a strategic account manager involves developing and maintaining strategic customer relationships that foster mutual growth and loyalty. To create and deliver value-based solutions that meet the customer's needs and the company's expectations, strategic account managers need a specific set of skills and competencies, the foremost being an understanding of the company’s priorities and overall knowledge of the customer and the industry. Successful strategic account managers possess a high level of financial and business acumen, recognize opportunity, have superior negotiation and communication skills, and place a high value on co-creation.
As managers, these professionals exhibit high-level leadership qualities such as cultural sensitivity and interpersonal relationship skills. They also hold themselves accountable for business outcomes and for the customer/corporate relationship.