What it takes to be(come) a Global Account Manager
- Philipp Hauf
- 21. Nov. 2024
- 2 Min. Lesezeit
Aktualisiert: 29. Nov. 2024
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.
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
