Note: The job is a remote job and is open to candidates in USA. IBM is a global technology and consulting company whose Global Sales organization helps clients address complex business challenges through innovation and collaboration. The Enterprise Account Executive will sell Confluent data streaming solutions to national accounts, manage the full sales cycle, develop strategic customer relationships, and achieve or exceed sales targets.
Responsibilities
- As a member of the Confluent Sales Team, (an IBM Company), the Enterprise Account Executive is responsible for selling Confluent solutions to our National Accounts segment. We expect you to use your prospecting, sales, negotiation, and leadership skills to effectively sell Confluent offerings to leading companies to meet and exceed your quarterly sales target. You must possess a "consumption/growth" mentality with a proven track record of success within a value-driven sales model
- Achieve and exceed quarterly and annual sales targets by driving net-new customer acquisition and expanding consumption within existing enterprise accounts
- Own and manage the entire sales cycle, from prospecting and discovery to negotiation and closing complex deals, using structured sales methodologies like MEDDPICC or Challenger
- Proactively identify, qualify, and develop a robust sales pipeline, building strong relationships with C-level executives and senior stakeholders within GCCs
- Understand customer needs and business problems, developing and presenting compelling value propositions tailored to specific business outcomes leveraging Confluent's data streaming platform
- Partner closely with Solutions Engineers, Global Account Managers, Professional Services, and Customer Success teams to design effective technical solutions and ensure seamless customer experience
- Become an in-depth subject matter expert (SME) on Confluent's offerings, the broader data infrastructure, DataStreaming, AI and Kafka landscape
- Work with the partner ecosystem across AWS, GCP, Azure, GSIs and GCC focused Partners
- Maintain accurate CRM records, provide regular sales reports, and forecast sales accurately
Skills
- Bachelor's Degree
- Basic/Intermediate quota-carrying sales experience in a competitive market
- Demonstrated success in consultative, solution-selling environments within technology (SaaS, cloud, big data, open-source, or enterprise IT solutions)
- Experience with selling into GCC clients is a must
- Proven track record of meeting or exceeding sales quotas consistently
- Strong understanding of data, cloud technologies, open-source, and the business value of data streaming/Kafka (Confluent) solutions
- Exposure to managing and administering unique incentive plans, including tracking participation and ensuring compliance with plan terms and conditions
- Familiarity with maintaining accurate records and reporting to support incentive plan eligibility requirements
- Experience working with compliance frameworks to ensure adherence to plan terms and conditions
Benefits
- Remote work arrangement
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- 401(k)
- Cash balance pension plan
- IBM Employee Stock Purchase Plan
- Financial counseling
- Life insurance
- Short- and long-term disability coverage
- Opportunities for performance-based salary incentive programs
- 12 paid holidays
- Minimum 56 hours sick time
- 120 hours vacation
- 12 weeks parental bonding leave in accordance with IBM Policy
- Other Paid Care Leave programs
- Paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on IBM's personalized, AI-driven learning platform
- Industry-recognized certifications
- Diverse and inclusive employee resource groups
- Giving and volunteer opportunities
- Discounts on retail products, services & experiences
- Participation in an IBM Sales Incentive plan
Company Overview