Episode 31: How to overcome top Account Management challenges in 2022?

Brad Harmon, the Strategic Account Director at Celonis, takes a customer-centric approach to sales and helps companies reveal and fix inefficiencies.

Ashish Santhalia

Host, Sales Gambit | Founder @ Convin

Brad is the top Strategic Account Director at Celonis, an organization that helps companies reveal and fix inefficiencies they can’t see. He is a dedicated, self-starter sales professional.

Today, Brad has joined us to talk about ‘’How to overcome top Account Management challenges in 2022.”

We discussed

1. A little bit about brad’s sales journey and how it all started for him

2. What do a typical day and task as a Strategic Account Director look like?

3. Which are the top 3 routine tasks based on priority that one just cannot skip?

4. what are the top challenges a strategic account director faces? 

  • Pressure to focus on short-term vs. long-term results
  • Implementing strategic account plans after they're built
  • Having appropriate compensation structures for strategic account managers
  • Having an effective strategic account planning tool:
  • Allocating funding/resources needed to focus full efforts on managing strategic accounts
  • Having an effective strategic account management process

5. What does Brad’s sales tech stack look like?

6. Reading recommendations for the audience?

INDIA
Bhive Workspace No.112,AKR
Techpark, A-Block, 7th Mile
Hosur Road, Krishna Reddy,
Industrial Area,
Bengaluru-560068
+91 7011464590, +91 8802881329
US
2093 Philadelphia Pike #5025
Claymont, Delaware 19703
(+1) 6282095776