It has been a quarter century since I first started working as an account manager with large B2B accounts. My career has been defined by the pursuit of transforming Key Account Management (KAM) from an art form reliant on individual genius into a reliable, repeatable science. I have seen the KAM landscape change drastically, and while every era brought its own set of challenges, the pace of transformation happening right now, and what is coming next, is simply unprecedented. When I started, t...
