Enterprise Account Executive - Confluent

IBM; Irvine (CA); On-site; USD 130,000 - 210,000; Full time

Job summary

IBM Global Sales is seeking an Enterprise Account Executive to sell Confluent data streaming solutions to national accounts, driving strategic revenue growth.

You will own the full sales cycle from discovery to close, develop a robust pipeline, and build executive relationships across GCCs with a consumption mindset.

This role requires strong knowledge of cloud, data technologies, and open source, and collaboration with solution engineers and services for winning outcomes.

Qualifications

• 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.

Responsibilities

• Drive Revenue Growth by achieving quarterly and annual targets and expanding consumption in enterprise accounts.
• Own and manage the entire sales cycle from prospecting to closing complex deals using MEDDPICC or Challenger.
• Prospecting & Pipeline Management with C-suite engagement and stakeholder alignment.
• Consultative selling to articulate tailored value propositions and business outcomes.
• Collaborate with Solutions Engineers, Global Account Managers, and Customer Success teams to design solutions.
• Develop SME-level knowledge of Confluent offerings, data infrastructure, DataStreaming, AI and Kafka.
• Engage the partner ecosystem across AWS, GCP, Azure, GSIs and GCC-focused partners.
• Maintain CRM records, provide sales reports, and forecast accurately.

Skills

Quota-bearing sales

Consultative selling

Solution selling

Executive relationship building

Forecasting

Tools

MEDDPICC

Challenger

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.