Enterprise Account Executive - Confluent

IBM; New York (NY); On-site; USD 120,000 - 230,000; Full time

Job summary

IBM in New York is seeking an Enterprise Account Executive to sell Confluent solutions to enterprise markets, driving growth and strategic value. You will manage complex deals, articulate business value, and collaborate with partner ecosystems to close expansions.

Ideal candidates have 8+ years in quota-bearing sales, experience with Big Data, Cloud, SaaS, Open Source, or Enterprise IT, and training in MEDDPICC or Challenger.

Qualifications

• 8+ years of quota-carrying sales experience in a competitive market.
• Experience in Big Data, Cloud, SaaS, Open Source, or Enterprise IT solutions.
• Sales methodology training (e.g., MEDDPICC, Challenger).
• Proven ability to lead and execute highly complex sales strategies to grow revenue.
• History of overachieving quotas and selling business value to diverse clients.

Responsibilities

• Drive revenue growth in large, complex, high-visibility enterprise accounts.
• Prospect, qualify, develop, and close a robust sales pipeline while expanding consumption.
• Lead strategic, multi-stakeholder sales cycles and demonstrate value to C-level executives.
• Become an expert on Confluent offerings and the competitive landscape.
• Understand customer strategies and become a trusted advisor.
• Collaborate with partner ecosystems, Solutions Engineering, and Customer Success teams.

Skills

Quota carrying

Big Data

Cloud

SaaS

Open Source

Enterprise IT

MEDDPICC

Challenger

Complex sales

Negotiation

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.