The best account managers aren’t just good communicators and relationship-builders. There are two other traits that successful account managers (AMs) have in common:
Create Internal alignment The AM has to be equally effective in collaborating with and leading people on both sides of the business relationship — aligning resources from one's own company for the sake of meeting the customer's needs, but engaging various players at the customer as well, ranging from the main practitioner contact to the executive decision-makers and other influencers.
Engage clients strategically While Communications and Leadership traits may have been expected, business acumen and integrity may be more surprising requirements for AM success. The need for business acumen goes hand in hand with showing that one can have executive presence at the account and the ability to engage strategically to assist customers in meeting their financial goals. Integrity as a must-have for an AM is attributed to taking responsibility for commitments made on both sides of the relationship, being transparent about issues and mistakes and simply proving one's trustworthiness over time.