Regional Sales Director, Digital Native & Emerging Markets

IBM; Addington; Vor Ort; GBP 140.000 - 210.000; Vollzeit

Zusammenfassung

IBM Global Sales is redefining data infrastructure in the UKI region and you will shape growth strategy, develop sales professionals and help customers solve meaningful business problems with data in motion. You will lead a high-performing team of enterprise Account Executives and own the regional go-to-market to build durable pipeline and drive sustainable revenue.

You will collaborate with Solutions Engineering, Customer Success, Marketing, Partners and executive leadership to deliver

Qualifikationen

• Significant experience in enterprise technology sales, including leading and developing sales teams.
• A strong record of achieving and exceeding bookings and consumption targets in complex, multi-stakeholder sales environments.
• Experience selling cloud, SaaS, data infrastructure, developer platforms or other technically sophisticated solutions.
• Deep understanding of pipeline generation, executive engagement, discovery, qualification, value selling and enterprise deal strategy.
• Demonstrated ability to coach Account Executives in the field and raise performance through structured inspection and feedback.
• Experience managing accurate forecasts and operating a consistent sales cadence across a region.
• Strong commercial judgement, negotiation skills and the ability to mobilise internal and external stakeholders around a deal.
• Experience working with consumption-based, subscription or usage-led business models.
• A customer-first leadership style with high standards, clear accountability and genuine investment in people development.
• Excellent communication, presentation and influencing skills, with the credibility to engage from technical practitioners to C-level executives.
• Experience operating successfully in a matrix organisation.
• Willingness to travel across the UKI region and occasionally more broadly within EMEA.

Aufgaben

• Set the UKI sales strategy, operating rhythm and priorities in line with company goals.
• Lead, coach and develop a team of enterprise Account Executives, creating clarity on expectations, territories, account focus and execution standards.
• Build a predictable pipeline-generation engine across new logo, expansion and strategic account motions.
• Establish strong account and territory plans, with clear customer outcomes, stakeholder maps, champions and next steps.
• Coach the team through complex enterprise sales cycles, from discovery and qualification through negotiation, close and post-sale transition.
• Drive disciplined use of sales methodology, including rigorous qualification, mutual action plans, deal inspection and accurate forecasting.
• Engage directly with senior customer stakeholders, including CIOs, CTOs, CDOs and business leaders, to connect data strategy to measurable business value.
• Engage and build strong network across the IBM Ecosystem to build pipeline and executive engagement
• Lead strategic deal strategy and executive alignment for the region's most important opportunities.
• Partner with Solutions Engineering and Customer Success to ensure technical wins translate into successful production workloads, adoption and long-term customer value.
• Build productive relationships with strategic partners, including cloud providers, systems integrators and technology partners.
• Collaborate with Marketing and Sales Development to create targeted regional campaigns and improve pipeline conversion.
• Use performance data and customer insight to improve prioritisation, execution, forecast quality and sales productivity.
• Recruit and retain exceptional talent, develop future leaders and promote an inclusive, high-performance culture.
• Represent the UKI field in wider EMEA and global leadership forums, bringing customer and market insight back into the organisation.

Kenntnisse

Enterprise sales leadership

Executive engagement

Forecasting & pipeline management

Negotiation & deal strategy

People development

Matrix org experience

Travel readiness

Ausbildung

Bachelor's Degree

Jobbeschreibung

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you'll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact. Success in Global Sales is built on curiosity, empathy, and collaboration. You'll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that's passionate about driving innovation and making a difference.

You'll join a team that is defining a new category in data infrastructure and working with some of the world's most innovative organisations. You'll have the opportunity to shape the UKI growth strategy, develop talented sales professionals and help customers solve meaningful business problems with data in motion.

Confluent is an equal opportunity employer. We're committed to creating an inclusive environment where everyone can do their best work, and we welcome applicants from all backgrounds and experiences.

Your role and responsibilities

As Regional Sales Director, UKI, you will own the/regional territory go-to-market strategy, recruit, retain and lead a high-performing team of enterprise Account Executives. You will be responsible for building a durable pipeline, developing executive relationships, winning strategic opportunities and driving sustainable revenue and consumption growth across the region.

You will operate as a hands-on sales leader: setting clear priorities, coaching the team in the field, raising the quality of execution and creating a culture of accountability, collaboration and customer focus. You will work closely with Solutions Engineering, Customer Success, Marketing, Partners, Professional Services, Product and executive leadership to deliver outcomes for customers and the business.

You will be accountable for Customer Acquisition, New ACV expansion, renewals and consumption within your territory.

What you'll do

• Set the UKI sales strategy, operating rhythm and priorities in line with company goals.
• Lead, coach and develop a team of enterprise Account Executives, creating clarity on expectations, territories, account focus and execution standards.
• Build a predictable pipeline-generation engine across new logo, expansion and strategic account motions.
• Establish strong account and territory plans, with clear customer outcomes, stakeholder maps, champions and next steps.
• Coach the team through complex enterprise sales cycles, from discovery and qualification through negotiation, close and post-sale transition.
• Drive disciplined use of sales methodology, including rigorous qualification, mutual action plans, deal inspection and accurate forecasting.
• Engage directly with senior customer stakeholders, including CIOs, CTOs, CDOs and business leaders, to connect data strategy to measurable business value.
• Engage and build strong network across the IBM Ecosystem to build pipeline and executive engagement
• Lead strategic deal strategy and executive alignment for the region's most important opportunities.
• Partner with Solutions Engineering and Customer Success to ensure technical wins translate into successful production workloads, adoption and long-term customer value.
• Build productive relationships with strategic partners, including cloud providers, systems integrators and technology partners.
• Collaborate with Marketing and Sales Development to create targeted regional campaigns and improve pipeline conversion.
• Use performance data and customer insight to improve prioritisation, execution, forecast quality and sales productivity.
• Recruit and retain exceptional talent, develop future leaders and promote an inclusive, high-performance culture.
• Represent the UKI field in wider EMEA and global leadership forums, bringing customer and market insight back into the organisation.

Required education

Bachelor's Degree

Required technical and professional expertise

• Significant experience in enterprise technology sales, including experience leading and developing sales teams.
• A strong record of achieving and exceeding bookings and consumption targets in complex, multi-stakeholder sales environments.
• Experience selling cloud, SaaS, data infrastructure, developer platforms or other technically sophisticated solutions.
• Deep understanding of pipeline generation, executive engagement, discovery, qualification, value selling and enterprise deal strategy.
• Demonstrated ability to coach Account Executives in the field and raise performance through structured inspection and feedback.
• Experience managing accurate forecasts and operating a consistent sales cadence across a region.
• Strong commercial judgement, negotiation skills and the ability to mobilise internal and external stakeholders around a deal.
• Experience working with consumption-based, subscription or usage-led business models.
• A customer-first leadership style with high standards, clear accountability and genuine investment in people development.
• Excellent communication, presentation and influencing skills, with the credibility to engage from technical practitioners to C-level executives.
• Experience operating successfully in a matrix organisation.
• Willingness to travel across the UKI region and occasionally more broadly within EMEA.

What gives you an edge

• Experience selling data streaming, databases, analytics, cloud infrastructure or open-source technologies.
• Existing relationships with senior technology and business leaders across UKI.
• Experience building joint go-to-market motions with hyperscalers, global systems integrators or strategic technology partners.
• Familiarity with MEDDPICC or another rigorous enterprise sales methodology.
• Experience leading a regional team through transformation, rapid growth or a shift to consumption-based selling.

What success looks like

• The UKI team has clear priorities, strong account plans and a consistent operating rhythm.
• Pipeline is healthy, diversified and connected to defined customer outcomes.
• Forecasts are accurate, risks are surfaced early and leadership attention is focused where it can change outcomes.
• Account Executives are improving through regular coaching, deal reviews and field engagement.
• Strategic customers recognise Confluent as a trusted partner in their data and application modernisation journey.
• New workloads progress into production, creating durable customer value and sustainable growth.
• The team attracts, develops and retains high-quality talent.

ABOUT BUSINESS UNITIBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company's Global Markets organization is a strategic sales business unit that manages IBM's global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients' growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you'll be able to learn and develop yourself and your career, you'll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever your personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

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ABOUT IBM

IBM's greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we're also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it's time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.