Purpose: This paper aims to discuss the changing role of the strategic account manager (SAM). Design/methodology/approach: This paper takes the form of an interview. Findings: SAMs, in the future, will be ecosystem captains capable of managing complex relationships and teams, of organizing data...

Rapid changes in business along with better informed customers threaten the traditional sales and procurement process. Thousands of sales and procurement people are threatened with extinction, yet all is not destined to be doom and gloom. A new way of partnering between these two roles can, in...