Enterprise Account Executive - Confluent

International Business Machines Corporation; New York (NY); On-site; USD 180,000 - 260,000; Full time

Job summary

IBM Global Sales is seeking an Enterprise Account Executive to sell Confluent solutions to Enterprise Market customers. You will leverage prospecting, negotiation, and leadership skills to meet quarterly targets and drive consumption in strategic accounts. A consumption/growth mindset and proven value-based selling are essential.

You will partner with ecosystem and engineering teams to deliver world-class customer experiences and renewals, aligning with business goals and strategic initiatives.

Qualifications

• 8+ years of quota-carrying sales experience in a competitive market.
• Experience selling Big Data, Consumption, Cloud, SaaS, Open Source or Enterprise IT Solutions.
• Formal sales methodology training (e.g., MEDDPICC, Challenger).

Responsibilities

• Drive revenue growth in large, complex accounts and across the Enterprise Market segment.
• Prospect, qualify, develop and close a sales pipeline while expanding consumption.
• Lead a strategic, complex sales cycle and demonstrate value to C-level executives.

Skills

Quota-carrying sales

Big Data

Consumption

Cloud

SaaS

Open Source

Enterprise IT Solutions

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.

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.