Senior Enterprise Account Executive – Data & Cloud Growth

International Business Machines Corporation; Herndon (VA); On-site; USD 140,000 - 210,000; Full time

Job summary

IBM Global Sales seeks an Enterprise Account Executive to drive revenue in large, complex enterprise accounts by selling Confluent solutions. You will prospect, qualify, and close opportunities while expanding consumption across strategic customers.

A proven, value-focused, consultative selling approach is required to engage C-level stakeholders and align with partners and services teams. You will become a recognized SME on Confluent offerings and work closely with Solutions Engineering,

Qualifications

• 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.

Responsibilities

• Responsible for driving revenue growth in large, complex accounts.
• Proactively prospect, identify, qualify, develop, and close a sales pipeline while growing consumption in current customer accounts.
• Lead, drive, and execute 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 customers, their strategies, and business goals to become a trusted advisor.
• Work closely with partner ecosystem teams to sell to or through the ecosystem.
• Align with Solutions Engineering, Professional Services, and Customer Success to deliver world-class customer experience and identify expansion opportunities.

Skills

Quota-carrying sales

Big Data

Cloud

SaaS

Open Source

Enterprise IT

MEDDPICC

Challenger methodology

Complex sales strategy

Relationship building

Job description

IBM Global Sales seeks an Enterprise Account Executive to drive revenue in large, complex enterprise accounts by selling Confluent solutions. You will prospect, qualify, and close opportunities while expanding consumption across strategic customers.

A proven, value-focused, consultative selling approach is required to engage C-level stakeholders and align with partners and services teams. You will become a recognized SME on Confluent offerings and work closely with Solutions Engineering,