What success looks like - First 12 months
• GRR stabilised across the KAM book through structured renewal discipline, early intervention on at-risk accounts, and a clear early-warning system.
• Every KAM account has a live account plan — org map, stakeholder map, expansion roadmap, and renewal forecast.
• Economic buyer engagement across the top tier — conversations at VP, Director, and C-suite level, not just with research and insights teams.
• Connect adoption initiated in strategically important accounts — from licence conversation to embedded data infrastructure.
• KAM team assessed, coached, and operating to an enterprise standard — structured QBRs, value realisation conversations, and expansion plays running consistently.
• Investment case for FY27 KAM expansion — headcount, coverage model, and tooling — presented to the CCO.
Lead and Transform the KAM Team
• Own the day-to-day leadership, coaching, and performance management of the EMEA KAM team.
• Assess each KAM against the enterprise motion requirements and build individual development plans. Not everyone will be on the same journey — that is a leadership decision, not a management failure.
• Build a coaching standard grounded in enterprise selling: consultative discovery, multi-stakeholder navigation, C-suite engagement, and business case construction.
• Develop the team’s ability to move from user-level relationships to economic buyer access — and to carry a complex, multi-product conversation with credibility.
• Install a peer coaching culture where KAMs learn from each other under a clear standard, not only from you.
• Own the renewal and churn-prevention motion across the KAM book.
• Build an early-warning system for at-risk accounts — usage signals, stakeholder changes, competitor activity, budget cycles — with clear escalation and intervention protocols.
• Partner with Customer Success leadership to ensure joined-up coverage across adoption, value realisation, and renewal.
• Conduct and coach structured QBRs that demonstrate ROI and surface expansion signals — not renewal conversations dressed up as business reviews.
Drive the Enterprise Account Motion
• Build and embed the account planning standard across the KAM team — org mapping, stakeholder matrix, commercial roadmap, and expansion sequencing.
• Lead the movement from user-level selling to economic buyer engagement across the top-tier KAM book.
• Own the Connect and Statista+ expansion motion — identifying accounts where data infrastructure conversations are ready to open, and coaching KAMs to run them.
• Build the institutional knowledge that makes Statista’s largest accounts structurally difficult to displace.
• Own NRR targets across the KAM portfolio. Define the expansion plays that unlock commercial headroom in existing accounts.
• Identify accounts where Connect’s consumption-based model opens a new commercial conversation with a new buyer — technical, commercial, and C-suite.
• Create structured handoffs with the Customer Success and Scale teams to ensure expansion signals are acted on, not lost.
• Champion the full OneStatista platform — core, Connect, Statista+, and IQ roadmap — in every strategic account engagement.
Shape the Commercial Operating Model
• Define the KAM coverage model — which accounts receive full KAM attention, at what intensity, and how that changes as the portfolio evolves.
• Partner with the VP Sales EMEA on the FY27 KAM investment case — headcount, tooling, and the team structure required to operate an enterprise motion at scale.
• Represent EMEA KAM in global commercial leadership forums — bringing regional evidence and recommendations to shape global strategy and playbooks.
• Work closely with New Business leadership to ensure the accounts being landed are the right accounts — and that the handoff from new business to KAM is clean.