Enterprise Account Executive - Confluent

International Business Machines Corporation; Chicago (IL); On-site; USD 180,000 - 320,000; Full time

Job summary

IBM Global Sales in Chicago seeks an Enterprise Account Executive to sell Confluent solutions to our Enterprise Market segment. You will use prospecting, negotiation, and leadership skills to build a value-driven sales approach and exceed quarterly targets.

You must demonstrate a consumption/growth mindset, with a proven track record of success in complex enterprise sales and a history of overachieving quotas. Collaboration with partners and engineering teams is essential.

Qualifications

• 8+ years in quota-carrying sales roles within competitive markets.
• Experience in Big Data, Consumption, Cloud, SaaS, or Enterprise IT solutions.
• Sales methodology training (e.g., MEDDPICC, Challenger).
• Proven ability to lead and execute a highly complex sales strategy.
• Track record of overachieving quota and driving revenue growth.
• Strong ability to articulate business value to diverse companies.
• Experience shaping strategy and collaborating across teams.

Responsibilities

• Drive revenue growth in large, complex accounts.
• Prospect, qualify, develop, and close a sales pipeline.
• Lead strategic, multi‑stage sales cycles with C‑Level stakeholders.
• Develop SME knowledge of Confluent offerings and competitive landscape.
• Understand customer goals to become trusted advisor.
• Collaborate with partner ecosystems and Solutions Engineering.
• Coordinate with Professional Services and Customer Success for expansion.

Skills

Quota-carrying sales

Big Data experience

Cloud/SaaS experience

Enterprise IT solutions

MEDDPICC / Challenger

Complex sales leadership

Relationship building

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 Enterprise Account Executive Sales Team, an IBM Company, the Enterprise Account Executive is responsible for selling Confluent solutions to our Enterprise Market 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:

• Responsible for driving revenue growth in our large, complex, and highly visible accounts.
• Proactively prospect, identify, qualify, develop, and close a sales pipeline while continuing to grow consumption in current customer accounts.
• Leading, driving, and executing a strategic complex sales cycle with responsibility for demonstrating the value of Confluent at C-Level.
• Become an in-depth expert/SME of Confluent offerings, product suites, and competitive landscape.
• Develop a deep understanding of your customers, their strategies, and business goals to become a trusted advisor.
• Work closely with our partner ecosystem teams to sell to or through the ecosystem.
• Align closely with our Solutions Engineering team on technical wins, Professional Services to deliver world-class customer experience, and Customer Success Management to identify and close expansion opportunities and renewals.

Required technical and professional expertise

• 8+ years of experience in quota-carrying sales roles in a competitive market with a focus on growing consumption within accounts/territory.
• Prior experience in Big Data, Consumption, Cloud, SaaS, Open Source, or Enterprise IT Solutions.
• Previous sales methodology training (i.e. MEDDPICC, Challenger, etc.).
• Prior experience in leading and executing a highly complex sales strategy to increase and drive revenue growth.
• Consistent track record of success and history of overachieving and hitting quota attainment.
• Ability to articulate, educate, and sell the business value to businesses of all sizes.
• Experience developing and improving processes and managing change within an organization.
• Exceptional skills in relationship-building, customer relations, and negotiation skills.

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.