| Filter Sessions |
| 03/09/2017 | |||
| 08:30 - 09:15 | SAMA president and CEO welcome/Opening keynote: Using Design Creation To Supercharge Customer Value Co-Creation [More Info] Renae Leary, Vice President of Global Enterprise Accounts, Johnson Controls, Inc. | ||
| 09:30 - 11:00 | 1. Quantify and track customer outcomes: Technology tools are changing the game! [More Info] Jerry Alderman, CEO, Valkre Brian Kiep, COO, Valkre Velinda Cox, General Manager, Global Major Account Division, Konica Minolta Business Solutions, Europe | ||
| 09:30 - 11:00 | 10. Project Enrich: A case study of a program to enhance the GAM structure and drive growth from existing clients [More Info] Shân Norman, VP Client Services, Crown World Mobility | ||
| 09:30 - 11:00 | 12. Good Intentions, Wrong Instincts: Counterintuitive Ideas for Improving Customer Conversations Across the Buying Cycle [More Info] Jim Moliski, SVP, Sales Enablement and Product Marketing, Corporate Visions, Inc. Thierry van Herwijinen, Director Global Sales Enablement & Sales Operations, Wipro | ||
| 11:30 - 13:00 | 5. Creating collaborative value: A case study of joint go-to-market with strategic customers [More Info] James Robertson, President, U.S., The Summit Group Kourosh Motalebi, Sr. Business Leader - Int’l Strategic Business Development & Strategic Innovation Partnership, 3M | ||
| 11:30 - 13:00 | 8. Digitalization Disrupts the Relationship Map Facing the SAM [More Info] Hajo Rapp, Head of Strategic Accounts, Siemens Volkhard Bregulla, Global Managing Director, HP | ||
| 11:30 - 13:00 | 9. The Head of the Dragon: Transforming Negotiation and Business Development Capability from the Top [More Info] Brian Sharp, Global Vice President EMEA Manufacturing Industry and IOT Enterprise Group, Sealed Air Corporation | ||
| 14:30 - 15:30 | 13. Building a Global Account Involving Top Multinationals [More Info] Patrick Lupo, Director of Global Accounts, WBA (Walgreens Boots Alliance) Michael Rabinowitz, Executive Director, Account Management, Merck & Company | ||
| 14:30 - 15:30 | 14. Delivering Compelling Business Impact Assessments to Accelerate Customer Decision Making [More Info] Dr. Sugato Deb, Director of Key Accounts & Sales Excellence, National Instruments | ||
| 14:30 - 15:30 | 2. SAM as a Foundational Pillar for Strategic and Sustainable Growth in a Massively Changing Marketplace [More Info] Cor Dubois, Vice President, Value Based Sales , Nokia | ||
| 16:00 - 17:00 | 16. Closing the Distance [More Info] Brian Riddick, Global Key Clients Program Manager, Arcadis Marie Oliver, Academy Director, Arcadis | ||
| 16:00 - 17:00 | 18. Robot as an account manager: Are your clients ready for it? [More Info] Varun Kohil, Associate Partner , McKinsey & Company Hamza Khan, Associate Partner , McKinsey & Company | ||
| 16:00 - 17:00 | 3. From Vendor to Trusted Advisor: Impact on Industrial Customer's Metrics Using a Joint Scorecard [More Info] Diogo do Vale, Manager Global Metals Industry, SKF | ||
| 18:00 - 20:00 | Networking reception, dinner and SAMA Excellence Awards™ presentation [More Info] | ||
| 03/10/2017 | |||
| 08:30 - 10:00 | 11. The New Era of B2B Growth: Moving to Analytics-Based Sales [More Info] Jeff Durr, Partner & B2B Marketplace Practice Director, Gallup David Leonard, Partner & Advanced Analytics Practice Director, Gallup | ||
| 08:30 - 10:00 | 15. Transforming customer management models from capital expenditure to operating expenditure [More Info] Patrick Albos, President, Oil, Gas & New Energies, Schneider Electric Bernard Quancard, President and CEO, SAMA | ||
| 08:30 - 10:00 | 7. Accelerate Growth in your Strategic Accounts with Account-Based Marketing [More Info] Bill Simpson, Senior Associate, ITSMA Europe, ITSMA | ||
| 10:30 - 12:00 | 17. Finding and Selecting the Right Talent for Strategic Accounts [More Info] Dominique Côté, VP & Global Head Marketing Excellence, UCB Biopharma Jim Ford, Global Head of Client Development, ARCADIS Renae Leary, Vice President of Global Enterprise Accounts, Johnson Controls, Inc. | ||
| 10:30 - 12:00 | 4. Value Selling [More Info] Robert Box, Partner, Mercuri International Fadi Homsi, Head Global Key Account Management, Mettler Toledo | ||
| 10:30 - 12:00 | 6. How Aptean Accelerated Growth Through a Transformational Account Management Strategy [More Info] Charlie Thackston, President, SOAR Performance Group Don Purvis, Practice Leader, Sales Strategy and Execution, SOAR Performance Group Kyle Bowker, Executive Vice President, Global Sales & Marketing, Aptean | ||
| 12:15 - 14:00 | Lunch and Closing Keynote: Talent, Transformation and the Bottom Line [More Info] Phillip Lund, Solution Sales Program Director , Schneider Electric | ||
