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What is the Role of Account Management in Growing Your Revenue? w/ Bridget Gleason [Episode 100]

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are:

  • What are the primary responsibilities of account managers?
  • Which department should account management be a part of? Sales or Customer Success?
  • When should accounts be transitioned from account execs to account managers?
  • Should account managers carry a quota?
  • How to align the interests of sales and customer success

If you’re a sales leader or sales manager, then be sure to join us for this episode!