Account Executive - LATAM - Confluent

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

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. What You Will Do: · Drive Revenue Growth: o Achieve and exceed quarterly and annual sales targets by driving net-new customer acquisition and expanding consumption within existing enterprise accounts. · Strategic Sales Execution: o 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. · Prospecting & Pipeline Management: o Proactively identify, qualify, and develop a robust sales pipeline, building strong relationships with C-level executives and senior stakeholders within GCCs. · Consultative Selling: o Understand customer needs and business problems, developing and presenting compelling value propositions tailored to specific business outcomes leveraging Confluent's data streaming platform. · Solution Design & Collaboration: o Partner closely with Solutions Engineers, Global Account Managers, Professional Services, and Customer Success teams to design effective technical solutions and ensure seamless customer experience. · Market Expertise: o Become an in-depth subject matter expert (SME) on Confluent's offerings, the broader data infrastructure, DataStreaming, AI and Kafka landscape. · Ecosystem Alignment: o Work with the partner ecosystem across AWS, GCP, Azure, GSIs and GCC focused Partners. · Reporting & Forecasting: o Maintain accurate CRM records, provide regular sales reports, and forecast sales accurately. Demonstrated success in quota-carrying sales roles within competitive technology markets, consistently meeting or exceeding revenue targets. Proven ability to excel in consultative, solution-selling environments (SaaS, cloud, big data, open-source, enterprise IT), with experience engaging GCC clients. Strong understanding of Apache Kafka, data streaming, event-driven architecture, and the business value of cloud technologies (AWS, Azure, GCP). Proficiency in enterprise sales methodologies such as MEDDIC/MEDDPICC, with solid CRM management skills (Salesforce). Proficiency in English. Incentive Plan Development: Exposure to designing and implementing unique incentive plans, including setting guidelines and requirements, can be beneficial in this role. Integration Agreement Analysis: Experience with reviewing and interpreting acquisition or integration agreements can aid in understanding the implications on incentive plans. Performance Optimization: Familiarity with analyzing progress, identifying areas for improvement, and implementing adjustments to meet incentive plan goals can be advantageous. Brazil Sales Hybrid Professional SÃO PAULO, BR