12 semanas · intensivo
Para quien tiene plazo
Unas 8 horas por semana, en 1 ciclo centrados en las brechas que más pesan.
Carrera en 2026 y 2027
Key Account Manager (KAM)
A Key Account Manager looks after a small number of large customers, protecting and growing the revenue inside each one. The work is relationship strategy: understanding who decides, proving value and expanding across the customer's organization over time.
Contenido revisado el 21 de octubre de 2026
- Niveles
- 3
- Habilidades mapeadas en Senior
- 12
Lo que cada nivel debe demostrar
Senior
Accountable for growing and defending strategic accounts through organizational politics, renewals and pricing.
Accounts are large enough that growth means entering new business units, and you handle renewals and price increases yourself. What changes from mid-level is that you read the customer's internal politics and recover when a champion leaves, instead of just running the plan.
Puntuación media exigida: 81%
ICP-within-Account Analysis
Por qué: Lets you pick which divisions or regions of a large customer look most like your best customers and focus expansion there instead of spreading effort thin.
Stakeholder Map Refresh Cadence
Por qué: Lets you set a rhythm for updating the stakeholder map, so a new executive or a reorg does not leave you talking to people who no longer decide.
Power Mapping: Decider / Influencer / User / Blocker
Por qué: Lets you map attitude as well as role in a multi-division account, and plan how to convert a blocker or protect a supporter before a high-stakes proposal.
Relationship Diversification (Avoiding Single-Threaded Accounts)
Por qué: Lets you run multi-threaded coverage across business units and seniority levels, and show leadership how the account is protected against a departure.
QBR Agenda & Structure Design
Por qué: Lets you adapt the review to a customer with several business units, aligning joint priorities and the roadmap across teams that want different things.
Success-Story Storytelling in QBRs
Por qué: Lets you tell a value story that links usage data to the customer's business goals and gives the sponsor material for a renewal or expansion discussion.
Cross-sell Plays & New Product Introduction
Por qué: Lets you coordinate several cross-sell plays at once across product lines and teams, choosing which to pursue first so they do not compete for the customer's attention.
New Business Unit Penetration
Por qué: Lets you enter a business unit with its own P&L and buyers, treating it as a new sale, instead of assuming the first unit's approval carries over.
Reading Organizational Politics
Por qué: Lets you notice a rivalry, a shadow decision-maker or a budget turf dispute that explains why a deal stalls, and adjust your approach before it fails.
Rescue Play After Champion Loss or Reorg
Por qué: Lets you act in the first 30 days after your champion leaves or is reorganized, rebuilding sponsorship through a 30/60/90-day plan before the renewal is at risk.
Renewal Leverage & Deal Structure
Por qué: Lets you enter a renewal with usage evidence, realized value and a framing of alternatives, and structure the deal around them instead of accepting the customer's first counter.
Price Increase Conversations
Por qué: Lets you announce a price increase at renewal with a justification and a pre-sell to key people, conceding selectively so the relationship survives the conversation.
Estudia para Key Account Manager (KAM): rutas y simulacros
Cada nivel de esta carrera corresponde a una ruta de estudio. Lee gratis el mapa completo de temas y luego mide tu nivel.
Dos caminos para subir un nivel
40 semanas · regular
Junto al trabajo
Unas 4 horas por semana, en 3 ciclos. Cada ciclo lleva lo que quedó pendiente del anterior.
Preguntas frecuentes
¿Qué es Key Account Manager (KAM)?
A Key Account Manager looks after a small number of large customers, protecting and growing the revenue inside each one. The work is relationship strategy: understanding who decides, proving value and expanding across the customer's organization over time.
¿Qué debe demostrar cada nivel de Key Account Manager (KAM)?
Key Account Manager (KAM) está mapeado en 3 niveles: Mid-level, Senior y Expert. Abre cada nivel arriba para ver las habilidades que debe demostrar.
¿Cuánto dura el plan de Key Account Manager (KAM)?
El plan tiene 2 ritmos: 12 semanas por nivel, con unas 8 horas por semana (intensivo) y 40 semanas por nivel, con unas 4 horas por semana (regular).
Cómo funciona el plan
Tutor IA
Una sesión de estudio para cada tema nuevo, a tu nivel.
Escuela de IA
Clases prácticas de uso de IA en el día a día de tu carrera.
Evaluaciones
Cada requisito se demuestra midiendo, no marcando una casilla.
Revisión de etapa
Al final de cada ciclo ves qué avanzó y qué pasa al siguiente.
Descubre en qué nivel estás
Un diagnóstico corto mide las habilidades que ya tienes. El recorrido empieza ahí.