Account Management for Growth
Build effective account expansion skills to uncover growth opportunities, plan strategically, and deepen customer relationships.
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About the Course
Account Management for Growth equips post-sale revenue professionals with a practical framework for driving customer growth. Built on Winning by Design’s comprehensive Customer Success Operating Model, the course provides proven best practices for growth planning, account expansion, and securing additional deals within existing accounts.
Learners develop a customer-centric, systems-based approach to managing accounts with intent and consistency.
Curriculum & Learning Experience
Learners engage with a certified Winning by Design trainer in an experiential learning format that includes 8 hours of live instruction. Sessions incorporate role plays, breakout exercises, and recurring revenue frameworks applied to real-world customer scenarios.
Participants also receive access to our learning management platform for continued reinforcement through on-demand videos and frameworks.
Who This Course Is Best For
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Customer Success Managers and Account Managers responsible for account management and growth
- Post-sale roles responsible for customer renewals, expansion, and growth using customer-centric, systems-based skills
Blended Course Format
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8 hours of live instruction, delivered as one 2-hour session per week
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Live sessions conducted via Zoom video conference
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Exclusive asynchronous access to blueprints, videos, and exercises
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Industry-recognized certification upon completion
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Maximum cohort size of 25 learners to ensure interaction and engagement
Prerequisites
- There are no prerequisites for this course
Course Details
Location
Online, delivered via Zoom
Standard Duration
4 weeks
Standard Schedule
1 live session per week (2 hours each) + online learning content
Upcoming Courses — Scheduled for Global Time Zones
Course Flow & Curriculum
Week 1: Operating Model for Customer Success
Module 1: Operating Model for Customer Success
Learning Objective: Explore how all phases of the customer journey connect and influence each other to impact renewal and expansion outcomes. Use this holistic view to leverage key moments to drive long-term success utilizing SPICED.
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Module 2: Uncovering Expansion Opportunities
Learning Objective: Learn how to effectively ask customer-focused questions throughout the customer journey to keep account insights up to date, surface any risks to the account, and illuminate expansion opportunities that were previously unknown.
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Week 2: Strategic Planning for Growth
Module 3: Strategic Planning and Collaboration
Learning Objective: Identify and leverage key information and input from across the customer journey and other customer-facing roles to build an effective renewal and growth strategy that delivers maximum impact to your customers and your business.
Module 4: Managing an Effective Renewal Cycle
Learning Objective: Earn the renewal by ensuring customers are aware of the impact they’ve already achieved, learn how you can help them achieve new goals, and demonstrate why your solution is indispensable. Apply trigger plays to overcome objections and secure the renewal.
Week 3: Expansion
Module 5: How to Surface and Secure Expansions
Learning Objective: Deep dive into the ways you can surface expansion opportunities, including upsells and cross-sells. Use strategic whitespace analysis and account planning to bring those opportunities to a successful close. Apply specific techniques for handling customer objections.
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Module 6: Building and Deepening Executive Relationships
Learning Objective: Learn how to build strong executive relationships from the start, unblock gatekeepers, and deepen relationships with stakeholders and executives during all stages of the partnership.
Week 4: Securing the Deal
Module 7: Trade vs. Negotiate
Learning Objective: Understand how to effectively navigate renewal and expansion deals by focusing on the customer’s prioritized goals, creating a give/get balance, and finding win-win solutions.
Module 8: How to Share a Compelling Story
Learning Objective: Use the power of storytelling to build relationships and illustrate your solution’s impact on the customer’s business. Drive renewal and expansion opportunities to close—without “pitching” or relying solely on features and functionality. Use AI to help deliver engaging stories.
Your Learning Journey
A clear view of how the course is delivered—from live sessions to applied practice—so learners know what to expect.
Course dates are flexible. This is for illustrative purposes only.
Get excited for the course — no action items yet.
Get situated on the online learning platform, complete Session 1 pre-work.
Live Session – 2 hours
Covering Modules 1 and 2.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 3 and 4.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 5 and 6.
Complete any post-session work, complete pre-work for next session.
Live Session – 2 hours
Covering Modules 7 and 8.
Complete online certification exam to prove your knowledge and earn a certificate (with score of 75% or higher)!
Industry-Leading Certification in 3 Steps
Enroll
Choose the certification program that aligns with your role and goals, and secure your place in a structured learning experience built around proven GTM frameworks.
Attend
Participate in live, interactive sessions where concepts are taught, discussed, and applied through real scenarios—not lectures or slide-only walkthroughs.
Certify
Complete the certification assessment to validate your ability to apply the framework correctly, consistently, and in real GTM situations.
Trained in this course to date
Proven. Trusted. Recognized.
Our work is consistently recognized by industry analysts, platforms, and practitioners
for setting the standard in modern go-to-market training.
Trusted by Revenue Teams Worldwide
Why Winning by Design Stands Apart
Open & Private Course Formats
Choose the training format that best fits your team—join open courses to build skills alongside peers, or run private sessions tailored to your specific GTM motion and priorities.
Open Courses
Learn alongside GTM practitioners from other SaaS teams in live, instructor-led sessions focused on practical skill development and shared learning.
Best for teams and individuals who want:
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Live, structured training without custom setup
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Exposure to how peers approach similar GTM challenges
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Fast access to proven frameworks and skills
Private Courses
Run focused training for your team, customized to your GTM context, customer profile, and execution challenges.
Best for teams of 8+ who need:
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Alignment across sales, success, marketing, or leadership
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Training tied directly to your real deals and customers
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Faster adoption through shared language and standards
Need group or international training?
We offer team trainings for 8+ people and deliver training across North America, Europe, AsiaPac, and Latin America — in English, German, French, Spanish, Portuguese, Chinese, and Japanese.
Frequently Asked Questions
What will I learn in this course?
In this course, learners develop the core skills required to grow existing customer accounts intentionally. Topics include account planning, identifying expansion opportunities, strengthening customer relationships, and applying customer-centric frameworks to drive renewals and expansion with consistency.
What is the format and duration of the course?
The course is delivered live online over a series of four, 2-hour sessions, typically with weekly live instruction complemented by asynchronous access to additional learning resources such as videos, blueprints, and exercises.
If I am unable to attend a live session, will recordings be provided?
Yes. While we recommend attending live, if possible, for the best learner experience, recordings will be provided by the course trainer following each live session.
Are there any prerequisites for this course?
There are no prerequisites. The course is designed for learners at all levels of experience.
How is the course delivered?
The course is delivered via live Zoom video sessions led by certified instructors, supported by asynchronous learning content available through an online learning platform.
Will I receive a certification?
Yes — learners who complete the course and any required assessments will receive an industry-recognized certification.
Can I take this course with my team?
Yes — this course can be taken as part of an open cohort or arranged privately for your team on a customized schedule by contacting us.
Is this course suitable for global participants?
Yes — Revenue Academy courses are scheduled across various time zones to accommodate global learners, and live sessions are conducted online. That said, if courses are not available regularly in your region, contact us to see if a training cohort can be arranged.
Can I apply what I learn immediately?
Yes. The course is designed around practical, real-world account management scenarios. Learners are encouraged to apply the frameworks and techniques directly to active accounts, planning sessions, and customer conversations throughout the course.
How do I register for the course?
You can register for open cohorts through the Revenue Academy schedule, or contact us to explore private team sessions.
Ready to Grow Your Accounts More Intentionally?
Whether you’re onboarding new Account Managers or strengthening post-sale growth skills, this course teaches proven frameworks to uncover expansion opportunities, plan strategically, and deepen customer relationships with confidence.
Talk with a GTM expert about your GTM growth
We’ll help you understand what’s blocking predictable revenue and recommend the best path forward for your team.
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Get clarity on the root causes slowing your growth
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Understand which GTM improvements will deliver the biggest impact
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Explore pricing, timelines, and the right engagement for your goals
