Just let her go
In my experience enterprise tech firms tend to build their business development around a combination of geographies, vertical industries and organisations.
More often than not the account manager resides in the geography they are focused on and sometimes they are even expert in the issues of the vertical they have been allocated to. Less frequently the account manager may have even worked for the client concerned and so has deep account insight.
This all sits neatly into a hierarchical account management structure. You have your top 200 accounts and you have your top 200 account managers to face them off.
But what if the buyer in one of these accounts moves to another organisation which may or may not be in the top 200? In most cases the account manager will not follow the buyer. It’s too messy from a management perspective. Let her go.
This is a mistake. When your account manager has established trust with a genuine economic buyer it is reckless to abandon the relationship because it doesn’t fit neatly into your fantasy league of top accounts.
Enterprise account management needs an overhaul. The tech firms that wake up to the new rules of the Trust economy first will eat the lunch of those that are sleep walking through the old style of account management.