The account team works together to drive value, success, and growth for a customer.
An Enterprise account team is comprised of the following people:
This is commonly referred to as the "SAL-SA-TAM" team (sometimes also written as "SALSATAM").
A Mid-Market account team is comprised of the following people:
In Mid-Market, Solutions Architects are pooled so they are not aligned with specific account teams.
The account team should meet regularly to review their accounts. Some common topics to discuss during an account team meeting include:
These meetings should be scheduled on a recurring basis, for the team to review their accounts and make sure they are aligned on their efforts. A weekly cadence is recommended, but if there is a small number of accounts or the accounts are low-touch, a biweekly cadence may be more appropriate.
Account teams may choose to include the Sales Development Representative (SDR) in their account meetings. The SDR primarily focuses on generating new business so they are not necessarily involved in existing customer accounts, but it may be beneficial to keep everyone informed across the entire account development lifecycle.