People, roles and responsibilities (cont’d) The roles & responsibilities of your ABM team Who does what? There can be many members of an ABM account At a high level, each department plays a role in team, but generally only one is responsible for ABM. Remember — ABM isn’t just a marketing managing the ABM plan: the account marketer. The campaign. Each has a unique skill set required account marketer, in concert with the sales account to support the initiative. leader, coordinates the activities of the team. To learn more, download our guide Sales Operations Marketing Roles & Responsibilities of an ABM Team at Select key accounts by tier. Set up account foundation — CRM Ensure clear list of target accounts is http://resources.engagio.com/abm-worksheets/ Work on account plans for top tier. — and implement other technologies identified and prioritized. abm-roles-and-responsibilities as needed. Work with Sales on entitlements and Prioritize time and effort for Review account data. program roll-out. outbound tiered accounts. Collaborate with marketing on Have process for adding new Budget allocation. programs, intelligence, and reporting. account data. Help provide intelligence for account Have a way to look at account Help teams with weekly and monthly plans. progression — e.g. engagement. reporting. Have plan for early, mid, late stage goals and reporting. 153