What it takes to be(come) a Global Account Manager

I had the chance to sit down with Boris Bogdan, Director of AWS Healthcare and Life Sciences for EMEA. Boris leads a team responsible for global accounts, spearheading digital transformation and innovation – shaping the future of healthcare and how it touches all our lives. Beyond his role, Boris is a family person, balancing a full home life with his wife, three children, a dog. While having a strong commitment to personal growth through sports and self-development.

We covered aspects of his approach to leadership, expectations for his team, and the mindset it takes to thrive in a global account role. Here are some of my key takeaways on what it takes to succeed in this challenging environment:

Be(come) a bar-raising sales professional.

This isn’t an entry-level sales role. To succeed as a global account manager, you need to be customer-obsessed and come with advanced sales expertise. This means truly working backwards from your customers, owning your business end-to-end, showcasing exceptional communication, and maintaining an organized approach to reach your goals. No one’s going to hold your hand – it’s up to you to lead by example and deliver results.

Be(come) an expert in a domain that matters.

One way to stand out is by diving deep into a specific industry domain that matters to your customer. Think through the value chain of your customer’s industry, identifying a unique area, like R&D. Consider your company’s strengths and find a niche, such as Data & AI, where you can become a go-to expert. By going beyond the expected, you extend your impact across the team and organization.

Be(come) a team player.

Global account success isn’t a solo show. Winning in this space means aligning a bus of people with varying roles and backgrounds to your customer’s priorities. This takes inclusive leadership – creating a team culture where people feel valued, supported, and motivated for long-term success.

Go the extra mile.

Successful sales persons aren’t reactive. They actively grow relationships, look for opportunities, and reach out to people they don’t know. Building a sustainable sales pipeline requires creativity, persistence, and the ability to make the first move.

Openings in global account roles aren’t common, so when a door opens, be ready to step through. Stay connected with your mentors and potential hiring managers. Touch base every 6–8 weeks to keep up with changes and potential openings.

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For those aiming to sharpen their skills, here are some recommended reads:

 • The First Minute: How to Start Conversations That Get Results

 • Effective Emails: The Secret to Straightforward Communication at Work

 • Asking the Right Questions: A Guide to Critical Thinking

 • Don’t Reply All: 18 Email Tactics That Improve Communication with Your Team

 • The Elements of Style

 • Meeting Design: For Managers, Makers, and Everyone