Enterprise Account Executive, Strategic

IBM

Boston (MA)

On-site

USD 120,000 - 180,000

Full time

12 days ago

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Job summary

IBM is seeking an Account Executive to lead net-new logo acquisition for Confluent’s data streaming platform within an Enterprise territory. You’ll prospect, qualify, design solutions, negotiate, and close deals, building a strong pipeline and engaging with senior stakeholders.

You will drive value propositions, collaborate with Solutions Engineers, and apply structured methodologies to forecast and close. Travel to customer sites will be required as needed.

Qualifications

Experience in quota-carrying B2B sales.
Demonstrated success in a consultative, solution-selling environment within tech — SaaS, cloud, big data, or open-source.
Experience applying structured sales methodologies (MEDDPICC, Challenger, SPIN).
Track record of meeting or exceeding quota in fast-paced, competitive markets.
Excellent communication and storytelling skills — written, verbal, and visual.
Strong organizational and time management skills; able to balance multiple priorities across complex deals.
Team-first mindset, high integrity, and inclusive culture.
Willingness to travel to customer sites as required.

Responsibilities

Own the full sales cycle for net-new logos in your Enterprise territory — from prospecting to discovery, solution design, negotiation, and close.
Proactively identify, qualify, and engage prospects, building a strong and healthy pipeline.
Develop and present compelling value propositions tailored to customer needs and business outcomes.
Partner with Solutions Engineers and Services teams to design effective solutions and ensure a seamless transition post-sale.
Drive the use of MEDDPICC to build a deal structure, forecast accurately, and close with confidence.
Build and nurture relationships with C-level and senior stakeholders to establish trust and credibility.
Collaborate with marketing, business development, and channel teams to maximize territory potential.
Stay informed about Confluent’s offerings and the broader data infrastructure landscape.
Travel as needed to engage customers and progress deals.

Skills

Quota-carrying sales

Consultative selling

MEDDPICC

Challenger

SPIN

Quota attainment

Communication skills

Travel-ready

Education

Bachelor's degree

Master's degree preferred

Job description

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, andcollaboration.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

We are looking for a motivated, growth-minded Account Executive to join our New Logo Acquisition Team. In this role, you will be responsible for driving net-new customer acquisition by introducing Confluent’s leading data streaming platform to prospective clients across an Enterprise territory. You'll leverage your strong prospecting, consultative selling, and deal execution skills to uncover opportunities, solve real business problems, and build long-term value for new customers.

This role is ideal for individuals who thrive in a fast-paced, high-impact environment and are passionate about delivering value through innovative technology. We welcome applicants from diverse backgrounds who are eager to grow, learn, and contribute to a supportive and performance-driven culture.

What You Will Do:

Own the full sales cycle for net-new logos in your assigned Enterprise territory — from prospecting to discovery, solution design, negotiation, and close.
Proactively identify, qualify, and engage prospects, building a strong and healthy pipeline.
Develop and present compelling value propositions tailored to customer needs and business outcomes.
Partner with Solutions Engineers and Services teams to design effective solutions and ensure a seamless transition post-sale.
Drive the use of strategic sales methodologies (e.g., MEDDPICC) to build and develop a deal structure, forecast accurately, and close with confidence.
Build and nurture relationships with C-level and senior stakeholders to establish trust and credibility.
Collaborate cross-functionally with marketing, business development, and channel teams to maximize your territory potential.
Stay informed about Confluent’s offerings and the broader data infrastructure landscape.
Travel as needed to engage customers and progress deals

Required education

Bachelor's Degree

Preferred education

Master's Degree

Required technical and professional expertise

Experience in quota-carrying B2B sales, with a strong focus on net-new prospect acquisition.
Demonstrated success in a consultative, solution-selling environment within tech — ideally in SaaS, cloud, big data, or open-source.
Experience applying structured sales methodologies (MEDDPICC, Challenger, SPIN, etc.).
Track record of meeting or exceeding quota in fast-paced, competitive markets.
Excellent communication and storytelling skills — written, verbal, and visual — with an ability to influence at all levels.
Strong organizational and time management skills; able to balance multiple priorities across complex deals.
A team-first mindset, high integrity, and eagerness to contribute to a supportive and inclusive culture.
Willingness to travel to customer sites as required.

Bachelor's degree or equivalent experience preferred.

If you're excited about the future of data, passionate about building customer relationships from the ground up, and ready to make an impact.

Experience in managing large conglomerates and handling complex organizations would be an added advantage

Years of Experience:12-20

ABOUT BUSINESS UNIT

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus foster speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.

YOUR LIFE @ IBM

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.

Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.

Are you ready to be an IBMer?

ABOUT IBM

IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.

Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.

At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.

IBM 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, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

OTHER RELEVANT JOB DETAILS

Job Title

Job ID

127486

City / Township / Village

State / Province

Country

India

Work arrangement

Remote

Area of work

Employment type