Strategic Account Executive — Digital Native Markets

IBM; Armonk (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

IBM is seeking an Account Executive on the Confluent Sales Team to sell Confluent solutions to Digital Native and Enterprise Markets. You will drive revenue in large, complex accounts, prospect and close opportunities, and align with partners and engineering teams to deliver value at the C‑level.

You will become a domain SME, understand client strategies, and expand consumption while collaborating with Solutions Engineering, Professional Services, and Customer Success to renew and grow key

Qualifications

• Foundational experience in quota-carrying sales roles in competitive markets.
• Experience selling in Big Data, Cloud, SaaS, Open Source, or Enterprise IT.
• Sales methodology training (e.g., MEDDPICC, Challenger).
• Led and executed a highly complex sales strategy to grow revenue.
• Consistent track record of overachieving quota attainment.
• Ability to articulate business value to diverse businesses.
• Experience creating and improving processes and managing change.
• Strong relationship-building, customer relations, and negotiation skills.

Responsibilities

• Drive revenue growth in large, complex, high-visibility accounts.
• Prospect, qualify, develop, and close a sales pipeline while growing consumption.
• Lead strategic complex sales cycles and demonstrate value at C-Level.
• Become an SME of Confluent offerings and competitive landscape.
• Understand customers' strategies and goals to become a trusted advisor.
• Collaborate with partner ecosystem, Solutions Engineering, Professional Services, and Customer Success.

Skills

Quota-carrying sales

Big Data

Cloud

SaaS

Open Source

Enterprise IT solutions

MEDDPICC

Challenger selling

Complex sales strategy

Quota attainment

Business value selling

Change management

Relationship building

Negotiation skills

Job description

IBM is seeking an Account Executive on the Confluent Sales Team to sell Confluent solutions to Digital Native and Enterprise Markets. You will drive revenue in large, complex accounts, prospect and close opportunities, and align with partners and engineering teams to deliver value at the C‑level.

You will become a domain SME, understand client strategies, and expand consumption while collaborating with Solutions Engineering, Professional Services, and Customer Success to renew and grow key