Enterprise Account Executive, Strategic

About the Role

IBM Global Sales is seeking a motivated, growth-minded Enterprise Account Executive to join our New Logo Acquisition Team. This role is responsible for driving net-new customer acquisition by introducing Confluent’s leading data streaming platform to prospective clients across an Enterprise territory. It is ideal for individuals who thrive in a fast-paced, high-impact environment and are passionate about delivering value through innovative technology.

Key Responsibilities

• Own the full sales cycle for net-new logos in your assigned Enterprise territory — from prospecting to discovery, solution design, negotiation, and close.
• Proactively identify, qualify, and engage prospects, building a strong and healthy pipeline.
• Develop and present compelling value propositions tailored to customer needs and business outcomes.
• Partner with Solutions Engineers and Services teams to design effective solutions and ensure a seamless transition post-sale.
• Drive the use of strategic sales methodologies (e.g., MEDDPICC) to build and develop a deal structure, forecast accurately, and close with confidence.
• Build and nurture relationships with C-level and senior stakeholders to establish trust and credibility.
• Collaborate cross-functionally with marketing, business development, and channel teams to maximize territory potential.
• Stay informed about Confluent’s offerings and the broader data infrastructure landscape.
• Travel as needed to engage customers and progress deals.

Requirements & Tech Stack

• Experience in quota-carrying B2B sales, with a strong focus on net-new prospect acquisition.
• Demonstrated success in a consultative, solution-selling environment within tech — ideally in SaaS, cloud, big data, or open-source.
• Experience applying structured sales methodologies (e.g., MEDDPICC, Challenger, SPIN).
• Track record of meeting or exceeding quota in fast-paced, competitive markets.
• Excellent communication and storytelling skills — written, verbal, and visual — with an ability to influence at all levels.
• Strong organizational and time management skills; able to balance multiple priorities across complex deals.
• A team-first mindset, high integrity, and eagerness to contribute to a supportive and inclusive culture.
• Willingness to travel to customer sites as required.
• Experience in managing large conglomerates and handling complex organizations would be an added advantage.

Qualifications

• Bachelor's Degree Or Equivalent Experience.
• Master's Degree Preferred.