Strategic Account Executive, Digital Native & Enterprise

IBM; Dallas (TX); On-site; USD 90,000 - 150,000; Full time

Job summary

IBM Global Sales seeks an Account Executive to drive Confluent solutions across Digital Native and Enterprise Markets. You will prospect, qualify, and close within large accounts, leveraging a consumption-focused approach and a value-driven sales model.

You will become a Confluent SME, align with engineering and services teams, and manage opportunities from discovery to renewal, while maintaining a focus on growth and customer success.

Qualifications

• Experience in quota-carrying sales in a competitive market with growth in consumption within accounts/territory.
• Experience in Big Data, Consumption, Cloud, SaaS, Open Source, or Enterprise IT Solutions.
• Sales methodology training (e.g., MEDDPICC, Challenger).
• Experience leading and executing a highly complex sales strategy to increase revenue growth.
• Consistent track record of overachieving and quota attainment.
• Ability to articulate, educate, and sell 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.

Responsibilities

• Drive revenue growth in large, complex accounts.
• Prospect, identify, qualify, develop, and close a sales pipeline while expanding consumption.
• Lead, drive, and execute a strategic complex sales cycle with value demonstration at C-Level.
• Become an SME of Confluent offerings, product suites, and competitive landscape.
• Understand customers, their strategies, and goals to act as a trusted advisor.
• Collaborate with partner ecosystem teams to sell through partners.
• Align with Solutions Engineering, Professional Services, and Customer Success to close expansion and renewals.

Skills

Quota-carrying sales

Big Data

Consumption

Cloud

SaaS

Open Source

Enterprise IT

MEDDPICC / Challenger

Complex sales

Relationship building

Negotiation

Tools

MEDDPICC

Challenger

Job description

IBM Global Sales seeks an Account Executive to drive Confluent solutions across Digital Native and Enterprise Markets. You will prospect, qualify, and close within large accounts, leveraging a consumption-focused approach and a value-driven sales model.

You will become a Confluent SME, align with engineering and services teams, and manage opportunities from discovery to renewal, while maintaining a focus on growth and customer success.