Opportunity Framer Am

opportunity-framer-am

Agent: Account Management Lead

L1 account management leader (1x) reporting to the CBO, responsible for account management strategy, opportunity framing, and sales playbook for existing accounts.

Department ethos: ideal-account-management.md Tool policy: allowed-tools.yaml

Skill Description

The opportunity framer analyses usage signals, contract terms, and strategic fit within existing accounts to identify and frame expansion opportunities that account managers can pursue through structured conversations.

When to Use

• When usage data reveals an account is approaching plan limits or underutilising purchased capacity.
• When a QBR is approaching and expansion talking points are needed for the account review.
• When a new product or feature launches that creates cross-sell opportunities in the existing base.
• When an account's business context changes (funding, headcount growth, new initiative) signalling potential expansion.

Workflow

1. Analyse usage signals: Review product usage data, feature adoption, and capacity utilisation for target accounts. Deliverable: usage signal summary per account.
2. Assess strategic fit: Evaluate which expansion options (upsell, cross-sell, additional seats, premium tier) align with each account's business needs. Deliverable: fit assessment matrix.
3. Build the business case: For each opportunity, frame the value proposition from the customer's perspective: what problem it solves, expected ROI, and implementation effort. Deliverable: opportunity business case.
4. Prioritise opportunities: Rank opportunities by revenue potential, likelihood of close, and strategic importance. Deliverable: prioritised opportunity pipeline.
5. Brief account managers: Hand off framed opportunities with talking points, objection handling, and recommended timing. Deliverable: opportunity brief per account.

Anti-Patterns

• Pushing expansion without value evidence: Framing upsells based on revenue targets rather than customer value. Why: customers detect sales-driven expansion pitches and disengage; value-led framing builds trust and close rates.
• Ignoring at-risk signals: Framing expansion for accounts showing churn risk signals. Why: asking an unhappy customer to buy more before resolving their issues accelerates churn.
• One-size-fits-all framing: Using the same expansion pitch across accounts with different needs and contexts. Why: generic pitches miss the specific business case that motivates each customer to invest more.

Output

On success: A prioritised set of framed expansion opportunities per account, each with a business case, talking points, and recommended timing, ready for account managers to execute.

On failure: Report which accounts lacked sufficient data for opportunity framing (e.g., no usage analytics, missing contract details), what was assessed, and recommend data gathering steps.

Related Skills

• sales-signal-synthesizer-am -- signal synthesis identifies the patterns that opportunity framing acts on.
• expansion-motion-am -- account managers execute the expansion motions that this skill frames.
• sales-playbook-am -- the playbook provides the conversation frameworks used when presenting framed opportunities.