Enterprise Account Executive, Strategic

IBM; Mumbai; On-site; INR 1,500,000 - 2,300,000; Full time

Job summary

IBM Global Sales is seeking a motivated Account Executive to grow net-new customer acquisitions across an Enterprise territory by presenting Confluent’s data streaming platform and delivering measurable value.

You will prospect, qualify, design solutions with cross-functional teams, and close deals using MEDDPICC and other methodologies, while building trusted executive relationships and guiding customers through complex buying journeys.

Qualifications

• Experience in quota-carrying B2B sales, with a strong focus on net-new prospect acquisition.

Responsibilities

• Own the full sales cycle for net-new logos in your Enterprise territory—from prospecting to discovery, solution design, negotiation, and close.
• Identify, qualify, and engage prospects, building a healthy pipeline.
• Develop and present compelling value propositions tailored to customer needs and outcomes.
• Partner with Solutions Engineers and Services teams to design effective solutions and ensure a seamless post-sale transition.
• Drive MEDDPICC-based deal structures, forecast accurately, and close with confidence.
• Build and nurture relationships with C-level and senior stakeholders.
• Collaborate cross-functionally with marketing, business development, and channel teams.
• Stay informed about Confluent’s offerings and the data infrastructure landscape.
• Travel as needed to engage customers and progress deals.

Skills

Quota-carrying B2B sales

Consultative/Solution-selling

Prospecting & pipeline management

Communication & storytelling

Willingness to travel

Education

Master's Degree

Bachelor's Degree or Equivalent Experience

Tools

MEDDPICC

Challenger selling

SPIN

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’s 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’s 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