Your role and responsibilities
As a member of the Confluent Enterprise Account Executive Sales Team, an IBM Company, the Enterprise Account Executive is responsible for selling Confluent solutions to our Enterprise Market 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.
What You Will Do: - Responsible for driving revenue growth in our large, complex, and highly visible accounts.
- Proactively prospect, identify, qualify, develop, and close a sales pipeline while continuing to grow consumption in current customer accounts.
- Leading, driving, and executing 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 your customers, their strategies, and business goals to become a trusted advisor.
- Work closely with our partner ecosystem teams to sell to or through the ecosystem.
- Align closely with our Solutions Engineering team on technical wins, Professional Services to deliver world-class customer experience, and Customer Success Management to identify and close expansion opportunities and renewals.
Required education
Bachelor's Degree
Required technical and professional expertise
- 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.
Preferred technical and professional experience
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Integration Agreement Knowledge: Deep understanding of integration agreements and their associated incentive plans, including terms and conditions, to inform management and oversight of the unique incentive plan.
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Stakeholder Collaboration: Experience working with various stakeholders to ensure compliance and effective execution of incentive plans, driving seamless execution and communication.
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Incentive Plan Optimization: Deep expertise in optimizing incentive plans to achieve business objectives, ensuring alignment with organizational goals and strategic priorities.
OTHER RELEVANT JOB DETAILSIBM offers a competitive and comprehensive benefits program. Eligible employees may have access to:
- Healthcare benefits including medical & prescription drug coverage, dental, vision, and mental health & well being
- Financial programs such as 401(k), cash balance pension plan, the IBM Employee Stock Purchase Plan, financial counseling, life insurance, short & long- term disability coverage, and opportunities for performance based salary incentive programs
- Generous paid time off including 12 holidays, minimum 56 hours sick time, 120 hours vacation, 12 weeks parental bonding leave in accordance with IBM Policy, and other Paid Care Leave programs. IBM also offers paid family leave benefits to eligible employees where required by applicable law
- Training and educational resources on our personalized, AI-driven learning platform where IBMers can grow skills and obtain industry-recognized certifications to achieve their career goals
- Diverse and inclusive employee resource groups, giving & volunteer opportunities, and discounts on retail products, services & experiences
This position was posted on the date cited in the key job details section and is anticipated to remain posted for 21 days from this date or less if not needed to fill the role.
IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.
The compensation range and benefits for this position are based on a full-time schedule for a full calendar year. The salary will vary depending on your job-related skills, experience and location. Pay increment and frequency of pay will be in accordance with employment classification and applicable laws. For part time roles, your compensation and benefits will be adjusted to reflect your hours. Benefits may be pro-rated for those who start working during the calendar year.
This position is eligible for participation in an IBM Sales Incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change. The compensation range listed for this position is the IBM Reference Salary that is used when you are not actively participating in a sales plan. Your actual base pay plus incentive opportunity will be determined by the Incentive Plan assigned to you.
