Enterprise Account Executive - Confluent

IBM; San Jose (CA); On-site; USD 110,000 - 190,000; Full time

Job summary

IBM is seeking an Enterprise Account Executive to drive Confluent solutions within its Enterprise Market segment. You will use a value-driven sales approach to grow consumption and close strategic deals across large, complex accounts.

You will become an industry SME for Confluent offerings, align with Partners and Solutions Engineering, and lead multi-team collaborations to deliver outcomes that matter to customers and IBM’s growth.

Qualifications

• 8+ years of quota-carrying sales experience in competitive markets.
• Experience with Big Data, Cloud, SaaS, Open Source, or Enterprise IT solutions.
• Familiarity with sales methodologies (e.g., MEDDPICC, Challenger).
• Proven ability to lead complex sales strategies and exceed quotas.
• Strong relationship-building and negotiation skills.

Responsibilities

• Drive revenue growth in large, complex accounts.
• Prospect, qualify, develop, and close a sales pipeline while expanding consumption.
• Lead strategic, long-cycle sales with C-level stakeholders.
• Become a subject-matter expert in Confluent offerings and competitive landscape.
• Understand customers' strategies and goals to act as trusted advisor.
• Collaborate with partner ecosystem, Solutions Engineering, and Customer Success teams.

Skills

Quota-carrying sales

Big Data

Cloud

SaaS

Open Source

Enterprise IT

MEDDPICC

Challenger

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 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

• Integration Agreement Knowledge: Deep understanding of integration agreements and their associated incentive plans, including terms and conditions, to inform management and oversight of the unique incentive plan.


• Stakeholder Collaboration: Experience working with various stakeholders to ensure compliance and effective execution of incentive plans, driving seamless execution and communication.


• Incentive Plan Optimization: Deep expertise in optimizing incentive plans to achieve business objectives, ensuring alignment with organizational goals and strategic priorities.

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.