Enterprise Account Executive, Strategic

International Business Machines Corporation; Bengaluru; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

IBM Global Sales in Bengaluru seeks a growth-minded Account Executive to drive net-new customer acquisition for Confluent’s data streaming platform across an Enterprise territory. You will leverage prospecting, consultative selling, and deal execution to uncover opportunities and deliver lasting business value.

Ideal candidates have quota-carrying B2B sales experience in tech (SaaS/cloud/big data/open source), strong communication skills, and the ability to lead complex deals with

Qualifications

• Quota-bearing B2B sales experience.
• Experience selling in tech—SaaS, cloud, big data, or open-source.
• Familiar with structured sales methodologies (MEDDPICC, Challenger, SPIN).
• Proven track record of meeting or exceeding quota in fast-paced markets.
• Excellent written and verbal storytelling and stakeholder influence.

Responsibilities

• Own the full sales cycle for net-new logos in an Enterprise territory—from prospecting to discovery, design, negotiation, and close.
• Identify, qualify, and engage prospects to build a strong pipeline.
• Develop compelling value propositions aligned to customer needs and business outcomes.
• Partner with Solutions Engineers and Services teams to design solutions and ensure a smooth post-sale transition.
• Drive MEDDPICC and other methodologies to forecast accurately and close with confidence.
• Build relationships with C-level and senior stakeholders and collaborate cross-functionally to maximize territory potential.
• Stay informed about offerings and the broader data landscape; travel as needed to engage customers.

Skills

B2B sales

Quota attainment

Consultative selling

SaaS/Cloud

MEDDPICC

Challenger selling

SPIN

Storytelling

Stakeholder management

Travel readiness

Education

Master's Degree

Job description

Introduction

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 is passionate about driving innovation and making a difference.

Introduction

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 is passionate about driving innovation and making a difference.

Your Role And Responsibilities

We are looking for a motivated, growth-minded Account Executive to join our New Logo Acquisition Team. In this role, you will be responsible for driving net-new customer acquisition by introducing Confluent's leading data streaming platform to prospective clients across an Enterprise territory. You'll leverage your strong prospecting, consultative selling, and deal execution skills to uncover opportunities, solve real business problems, and build long-term value for new customers.

This role is ideal for individuals who thrive in a fast-paced, high-impact environment and are passionate about delivering value through innovative technology.

We welcome applicants from diverse backgrounds who are eager to grow, learn, and contribute to a supportive and performance-driven culture.

What You Will Do

• Own the full sales cycle for net-new logos in your assigned Enterprise territory — from prospecting to discovery, solution design, negotiation, and close.
• Proactively identify, qualify, and engage prospects, building a strong and healthy pipeline.
• Develop and present compelling value propositions tailored to customer needs and business outcomes.
• Partner with Solutions Engineers and Services teams to design effective solutions and ensure a seamless transition post-sale.
• Drive the use of strategic sales methodologies (e.g., MEDDPICC) to build and develop a deal structure, forecast accurately, and close with confidence.
• Build and nurture relationships with C-level and senior stakeholders to establish trust and credibility.
• Collaborate cross-functionally with marketing, business development, and channel teams to maximize your territory potential.
• Stay informed about Confluent's offerings and the broader data infrastructure landscape.
• Travel as needed to engage customers and progress deals

Preferred Education

• Master's Degree

Required Technical And Professional Expertise

• Experience in quota-carrying B2B sales, with a strong focus on net-new prospect acquisition.
• Demonstrated success in a consultative, solution-selling environment within tech — ideally in SaaS, cloud, big data, or open-source.
• Experience applying structured sales methodologies (MEDDPICC, Challenger, SPIN, etc.).
• Track record of meeting or exceeding quota in fast-paced, competitive markets.
• Excellent communication and storytelling skills - written, verbal, and visual - with an ability to influence at all levels.
• Strong organizational and time management skills; able to balance multiple priorities across complex deals.
• A team-first mindset, high integrity, and eagerness to contribute to a supportive and inclusive culture.
• Willingness to travel to customer sites as required.

Bachelor's Degree Or Equivalent Experience Preferred.

If you're excited about the future of data, passionate about building customer relationships from the ground up, and ready to make an impact.

Experience in managing large conglomerates and handling complex organizations would be an added advantage