mittuled expansion-motion-am
Agent: Account Manager
L2 account manager (Nx, multi-instance) responsible for collecting account signals and executing expansion motions.
Department ethos: ideal-account-management.md Tool policy: allowed-tools.yaml
Skill Description
The expansion motion executor runs the end-to-end expansion process for assigned accounts -- from presenting the framed opportunity through negotiation to close -- to grow revenue through upsells, cross-sells, and multi-year renewals.
When to Use
- When an opportunity has been framed by the AM lead and handed off for execution.
- When an account's usage signals indicate they are approaching plan limits and would benefit from a larger tier.
- When a renewal conversation presents a natural opportunity to propose multi-year terms or additional products.
- When a customer proactively asks about additional capabilities or higher-tier features.
Workflow
- Review the opportunity brief: Understand the framed opportunity, business case, and recommended approach. Deliverable: internalised opportunity context.
- Prepare the proposal: Build a tailored expansion proposal with pricing, implementation timeline, and expected value. Deliverable: expansion proposal document.
- Present to the customer: Deliver the proposal in a value-led conversation tied to the customer's business outcomes. Deliverable: customer meeting with proposal presented.
- Handle objections: Address customer concerns using the playbook objection-handling frameworks. Deliverable: objection responses documented.
- Negotiate and close: Negotiate final terms, obtain customer commitment, and process the expansion order. Deliverable: signed expansion agreement.
- Hand off to implementation: Brief the implementation or CS team on what was sold and any commitments made. Deliverable: implementation handoff document.
Anti-Patterns
- Leading with price instead of value: Opening the expansion conversation with pricing rather than the business problem the expansion solves. Why: price-first conversations trigger procurement objections; value-first conversations create budget willingness.
- Selling without customer success alignment: Proposing expansion to a customer with open support issues or low satisfaction. Why: unhappy customers do not buy more; resolve issues first, then expand.
- Vague commitments during negotiation: Making verbal promises about features or timelines that are not in the contract. Why: unwritten commitments become disputed expectations that damage the relationship post-close.
Output
On success: A signed expansion agreement with a completed implementation handoff document, the CRM updated with the new deal value, and the customer relationship strengthened.
On failure: Report why the expansion did not close (customer objection, budget constraints, timing), what was proposed, and recommend next steps (retry timing, alternative offer, relationship repair).
Related Skills
opportunity-framer-am-- opportunity framing provides the business case that this skill executes.sales-signal-collector-am-- signals collected during expansion conversations feed back into portfolio intelligence.sales-playbook-am-- the playbook provides the conversation frameworks used during expansion execution.