Account Executive - National Accounts - Confluent

IBM; Armonk (NY); On-site; USD 120,000 - 210,000; Full time

Job summary

IBM Global Sales is seeking an Enterprise Account Executive to sell Confluent solutions to our National Accounts segment. You will use prospecting, negotiation, and leadership to drive revenue, expand consumption, and meet quarterly targets with a consumption/growth mindset.

Own the entire sales cycle from discovery to closing, build trusted relationships with C-level executives within GCCs, and collaborate with Solutions Engineers, Global Account Managers, and Customer Success teams to design

Qualifications

• 5+ years of quota-carrying sales experience in a competitive market.
• Experience in consultative, solution-selling environments within technology (SaaS, cloud, big data, open-source, or enterprise IT).
• Experience selling to GCC clients is a must.
• Proven track record of meeting or exceeding sales quotas.

Responsibilities

• Drive Revenue Growth by achieving quarterly and annual sales targets and expanding consumption within existing enterprise accounts.
• Own and manage the entire sales cycle, from prospecting and discovery to negotiation and closing complex deals using structured methodologies like MEDDPICC or Challenger.
• Prospecting & Pipeline Management: Proactively identify, qualify, and develop a robust sales pipeline with C-level executives and senior stakeholders within GCCs.
• Consultative Selling: Understand customer needs and craft compelling value propositions leveraging Confluent's data streaming platform.
• Solution Design & Collaboration: Partner with Solutions Engineers, Global Account Managers, and Customer Success teams to design technical solutions and ensure a seamless customer experience.
• Market Expertise: Become an in-depth SME on Confluent offerings, data infrastructure, DataStreaming, AI and Kafka landscape.
• Ecosystem Alignment: Work with AWS, GCP, Azure, GSIs and GCC-focused Partners.
• Reporting & Forecasting: Maintain CRM records, provide regular sales reports, and forecast accurately.

Skills

Quota-carrying sales

Consultative selling

GCC client experience

SaaS/Cloud knowledge

Negotiation

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.

Your role and responsibilities

As a member of the Confluent Sales Team, (an IBM Company), the Enterprise Account Executive is responsible for selling Confluent solutions to our National Accounts segment. We expect you to use your prospecting, sales, negotiation, and leadership skills to effectively sell Confluent offerings to leading companies to meet and exceed your quarterly sales target. You must possess a "consumption/growth" mentality with a proven track record of success within a value-driven sales model.

What You Will Do:

Drive Revenue Growth:

• Achieve and exceed quarterly and annual sales targets by driving net-new customer acquisition and expanding consumption within existing enterprise accounts.

Strategic Sales Execution:

• Own and manage the entire sales cycle, from prospecting and discovery to negotiation and closing complex deals, using structured sales methodologies like MEDDPICC or Challenger.

Prospecting & Pipeline Management:

• Proactively identify, qualify, and develop a robust sales pipeline, building strong relationships with C-level executives and senior stakeholders within GCCs.

Consultative Selling:

• Understand customer needs and business problems, developing and presenting compelling value propositions tailored to specific business outcomes leveraging Confluent's data streaming platform.

Solution Design & Collaboration:

• Partner closely with Solutions Engineers, Global Account Managers, Professional Services, and Customer Success teams to design effective technical solutions and ensure seamless customer experience.

Market Expertise:

• Become an in-depth subject matter expert (SME) on Confluent's offerings, the broader data infrastructure, DataStreaming, AI and Kafka landscape.

Ecosystem Alignment:

• Work with the partner ecosystem across AWS, GCP, Azure, GSIs and GCC focused Partners.

Reporting & Forecasting:

• Maintain accurate CRM records, provide regular sales reports, and forecast sales accurately.

Required technical and professional expertise

• 5+ years of proven, quota-carrying sales experience in a competitive market.
• Demonstrated success in consultative, solution-selling environments within technology (SaaS, cloud, big data, open-source, or enterprise IT solutions).
• Experience with selling into GCC clients is a must
• Proven track record of meeting or exceeding sales quotas consistently.

Technical Knowledge:

• Strong understanding of data, cloud technologies, open-source, and the business value of data streaming/Kafka (Confluent) solutions.

Preferred technical and professional experience

• Acquisition or Integration Knowledge: Experience with acquisition or integration agreements, including understanding of associated incentive plans and regulatory requirements, is beneficial for success in this role.
• Complex Incentive Plan Management: Experience managing and coordinating participation in complex incentive plans, ensuring compliance with regulatory requirements and organizational policies, is a plus.
• Cross-Functional Collaboration: Experience working with various stakeholders to drive program execution and resolve issues in a fast-paced environment is desirable.

IBM is committed to creating a diverse environment and 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, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.