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How can your Sales Engineering experience lead to a technical account manager role in CRM?

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If you are a sales engineer who enjoys building long-term relationships with customers and solving their technical challenges, you might be interested in becoming a technical account manager (TAM) in CRM. CRM stands for customer relationship management, and it refers to the software and strategies that help businesses manage their interactions with prospects and customers. A TAM in CRM is responsible for ensuring the successful adoption, usage, and satisfaction of CRM solutions by a portfolio of key accounts. In this article, you will learn how your sales engineering experience can prepare you for a TAM role in CRM, what skills and competencies you need to develop, and how to find and apply for TAM opportunities in CRM.

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1 Why TAM in CRM?

A TAM role in CRM can be rewarding and challenging for sales engineers who want to leverage their technical and business skills to help customers achieve their goals with CRM solutions. As a TAM, you will be the trusted advisor and advocate for your accounts, providing them with guidance, best practices, and support throughout their CRM journey. You will also have the opportunity to work with different teams and stakeholders within your organization and your customers' organizations, such as sales, marketing, service, product, engineering, and executives. A TAM role in CRM can also offer you career growth and development, as you can expand your knowledge of CRM technologies and trends, increase your customer impact and retention, and advance to senior or leadership positions.

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Oded Reuben

Sr. Manager, Customer Success
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Sales Engineering experience primes professionals for Technical Account Manager (TAM) roles in CRM due to their technical proficiency, customer interaction skills, and solution-oriented approach. They excel in understanding customer requirements, collaborating cross-functionally, and managing projects effectively. With deep insights into customer pain points and adept communication skills, they seamlessly transition into TAM roles, ensuring smooth implementation and ongoing support for CRM solutions, thus fostering high client satisfaction and retention.

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Sofia P. Ruzo, PhD

Account Manager | Passionate about advancing science and helping people | SaaS B2B | ??
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Artículo útil para: - conocer las diferentes responsabilidades que pueden tener los TAM. - conocer las proyecciones de carrera.

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Anthony Chan

VP Sales, Consulting and Operations APAC Japan | Customer Experience Digital Transformation | LinkedIn Top Voice
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Complex CRM solutions like Salesforce/Adobe require two skills: the tech person who can define and configure the underlying data schema and the campaign person who can explain the multi-step journey onto their orchestration tool. Due to the first requirement, someone with tech knowledge, like a Sales Engineer, can be handy. It can be a rewarding experience for the sales engineers as they can officially deploy their art of the possible creative skillset into business-oriented conversations with the client. Simple CRMs like Braze, MoEngage, and Insider only require a little tech skill once the data set is sorted. They typically have the CSM to support the customer journey design with the client.

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Noelle Marie Dy

Senior Engagement Manager at RipeConcepts, Inc
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Sales Engineering experience equips professionals with technical expertise, customer relationship management skills, product and business knowledge, problem-solving abilities, and collaboration and communication skills. These qualities make them well-suited for a Technical Account Manager role in CRM, where they can provide technical support, strengthen customer relationships, and contribute to the growth and success of the organization

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2 How to leverage your sales engineering experience

Your sales engineering experience can provide a strong basis for a TAM role in CRM, as you possess many of the necessary skills and qualities to be successful. For instance, you have technical knowledge on how CRM solutions work, how they integrate with other systems, and how they can be customized and configured to meet customer needs. You also understand the importance of business acumen, such as the ability to identify customer pain points and goals, and align CRM solutions with their business outcomes and value proposition. Additionally, you are skilled at building rapport with customers, listening to their feedback and expectations, and delivering on your promises. Moreover, you are proficient at collaborating with different teams and stakeholders to coordinate and execute CRM projects and initiatives. Your network and resources can be used to escalate and resolve customer issues, as well as identify new opportunities.

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Sofia P. Ruzo, PhD

Account Manager | Passionate about advancing science and helping people | SaaS B2B | ??
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Imprescindible mejorar el proceso de venta para ser transparentes con los clientes y evitar futuro churn por no adecuación de producto con necesidades específicas de los clientes

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Anthony Chan

VP Sales, Consulting and Operations APAC Japan | Customer Experience Digital Transformation | LinkedIn Top Voice
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Sales engineers (SEs) need product knowledge. Senior SEs work with sales and customers on journey design (Art of the Possible), configuring them into the CRM during a POC. These skills are valuable for post-sales support, where TAMs assist.

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3 What skills and competencies to develop

If you want to transition to a TAM role in CRM, your sales engineering experience can be beneficial. However, you also need to develop certain skills and competencies that are specific to the role. For instance, you need proficiency in project management, such as the ability to plan, organize, and manage multiple projects and tasks for your accounts. You should also be able to track and report on progress, status, and risks, as well as communicate effectively with stakeholders. Additionally, you need to cultivate and maintain long-term relationships with your accounts and understand their business vision and strategy. Furthermore, you should be able to measure and demonstrate the impact of CRM solutions for your accounts by evaluating customer satisfaction, retention, and growth. Moreover, you should be able to identify customer challenges and opportunities and provide proactive and reactive support and guidance.

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Sofia P. Ruzo, PhD

Account Manager | Passionate about advancing science and helping people | SaaS B2B | ??
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Buen artículo para conocer las habilidades totales necesarias de un TAM. Además, es Imprescindible buena oratoria y capacidad de negociación.

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Anthony Chan

VP Sales, Consulting and Operations APAC Japan | Customer Experience Digital Transformation | LinkedIn Top Voice
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Tech Skill: Data Modeling, Specific Knowledge of the Complex CRM (e.g., Salesforce, Adobe) Soft Skill: Campaign Design, Journey Design, Project Management, Client Management

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4 How to find and apply for TAM opportunities in CRM

If you are ready to pursue a TAM role in CRM, there are some steps you can take to prepare for the job search and application process. Updating your resume and LinkedIn profile is essential, as it allows you to highlight your sales engineering experience, skills, and achievements. Make sure to use keywords and phrases that match the TAM job description and requirements, and showcase your CRM knowledge and certifications. It is also important to network and reach out to other TAMs in CRM, as well as your existing contacts. Additionally, apply for TAM roles in CRM that match your qualifications, interests, and goals. Lastly, be sure to prepare for the interview by researching the company, product, and customer. Demonstrate your technical and business skills, customer focus, and enthusiasm for the role.

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Sofia P. Ruzo, PhD

Account Manager | Passionate about advancing science and helping people | SaaS B2B | ??
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Artículo muy útil a la hora de 1) optimizar tu perfil de LinkedIn para encontrar y que te encuentren y 2) mejorar el hiring y las oportunidades de cambio profesional

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5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Sofia P. Ruzo, PhD

Account Manager | Passionate about advancing science and helping people | SaaS B2B | ??
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Imprescindible que el artículo tenga más soltura, menos repetición y oraciones más largas, sin demasiado cortas. Además es poco claro y está muy desordenado. No tiene una estructura clara y una coherencia entre apartados. Más o menos todos dan la misma información, quizás a excepción del último. A?adiría tips para convertirse en TAM y conseguir el primer puesto como TAM

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How can your Sales Engineering experience lead to a technical account manager role in CRM?

1

2

3

4

5

1 Why TAM in CRM?

2 How to leverage your sales engineering experience

3 What skills and competencies to develop

4 How to find and apply for TAM opportunities in CRM

5 Here’s what else to consider

Sales Engineering

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How can your Sales Engineering experience lead to a technical account manager role in CRM?

1

2

3

4

5

1 Why TAM in CRM?

2 How to leverage your sales engineering experience

3 What skills and competencies to develop

4 How to find and apply for TAM opportunities in CRM

5 Here’s what else to consider

Sales Engineering

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