Strategic Account Executive, OEM

Confluent; Lincoln (NE); Remote; USD 158,000 - 187,000; Full time

Job summary

A leading data streaming company is seeking an Embedded Sales Executive to drive revenue growth. The ideal candidate will manage partnerships with Managed Service Providers and Cloud Service Providers, leveraging 12+ years of sales experience to develop strategies that promote Confluent's solutions. Strong technical acumen and a proactive approach are essential. This role offers a hybrid work environment and competitive compensation.

Benefits

Equity

Commission-based compensation

Competitive benefits

Qualifications

• 12+ years in quota-carrying sales roles.
• Success selling embedded software, preferably in data infrastructure.
• Strong technical understanding of data streaming and Kafka.

Responsibilities

• Drive ISV Embedded Sales Motion by creating regional strategies.
• Engage key stakeholders to present tailored solutions.
• Proactively develop a robust sales pipeline with new partners.

Skills

Quota-carrying sales experience

Big Data knowledge

Cloud/SaaS experience

Negotiation skills

Technical communication

Hunter mentality

Job description

Location

Remote, United States

Employment Type

FullTime

Location Type

Remote

Department

Sales, Global Sales

Compensation

$158.9K – $186.8K • Offers Equity • Offers Commission

We offer competitive compensation and benefits in line with industry standards. The actual pay may vary depending on skills, qualifications, experience, and location. We also offer a wide range of employee benefits.

Overview

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.

It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.

One Confluent. One Team. One Data Streaming Platform.

About the Role

Confluent is seeking a highly motivated and results-oriented Embedded Sales Executive to drive revenue growth in the United States. This role focuses on acquiring, building and managing strategic partnerships with Managed Service Providers (MSPs) and Cloud Service providers to embed Confluent's streaming platform within their offerings. The successful candidate will be a proven sales professional with a strong track record of building revenue streams, specifically within the data infrastructure space.

What You Will Do

• Drive ISV Embedded Sales Motion: Develop and execute a regional go-to-market strategy to identify key ISVs and CSPs that align with Confluent's strategic goals and focus on embedding Confluent within these companies
• Define Clear Objectives: Target segments, KPIs, and create targeted sales campaigns utilizing direct sales, digital marketing, and partner channels to drive awareness and interest in Confluent's embedded solutions
• Execute and Close New Opportunities: Engage with key stakeholders within target organizations to understand their pain points and business objectives, presenting tailored solutions that demonstrate the value of embedding Confluent's platform
• Negotiation: Negotiate terms and conditions to finalize partnership agreements, collaborate with internal teams for alignment on product capabilities and messaging, and provide ongoing support and resources to ensure partner success and smooth integration
• Hunt for New Opportunities: Proactively prospect and develop a robust sales pipeline. Identify and qualify potential partners based on their market reach, technical capabilities, and alignment with Confluent's strategic objectives
• Build Strategic Partnerships: Cultivate strong, long-term relationships with key decision-makers within target MSPs and cloud service providers. Negotiate mutually beneficial partnership agreements that drive revenue growth for both organizations
• Evangelize Confluent's Platform: Clearly articulate the value proposition of Confluent's streaming platform to technical and business audiences within partner organizations. Highlight the benefits of embedding Kafka and Confluent for their customers
• Develop Compelling Sales Presentations: Create and deliver persuasive presentations that highlight the revenue-generating potential of partnering with Confluent. Tailor presentations to the specific needs and priorities of each potential partner
• Collaborate with Partners: Work closely with partner organizations to develop joint go-to-market plans, co-marketing initiatives, and sales enablement programs
• Stay Ahead of the Curve: Maintain a deep understanding of the evolving data streaming landscape, emerging technologies, and competitive dynamics

What You Will Bring

• 12+ years of experience in quota-carrying sales roles
• Prior experience in Big Data, Consumption, Cloud, SaaS, Open Source, or Enterprise IT Solutions
• Proven Embedded Sales Experience: Demonstrated success in selling embedded software solutions, ideally within the data infrastructure, database, open source, messaging, or big data space. Specific experience working with MSPs and/or tertiary cloud service providers is highly preferred.
• Hunter Mentality: A proactive and results-oriented approach to sales with a proven ability to identify, qualify, and close new business opportunities
• Strong Technical Acumen: A solid understanding of data streaming concepts, Kafka, and the Confluent platform. Ability to effectively communicate technical value to both technical and business audiences
• Executive Presence: Confidence and credibility to engage with senior-level executives within partner organizations
• Excellent Communication and Presentation Skills: Ability to clearly articulate complex technical concepts and deliver compelling sales presentations
• Strong Negotiation Skills: Proven ability to negotiate favorable partnership agreements that align with Confluent's business objectives. Experience in a High-Growth Environment: Prior experience working in a fast-paced, dynamic startup or high-growth technology company
• Existing Relationships with MSPs and Cloud Service Providers (Preferred): Established network of contacts within the target partner ecosystem

Ready to build what's next? Let’s get in motion.

Come As You Are

Belonging isn’t a perk here. It’s the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what’s possible.

We’re proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.