Sales enterprise account executive, strategic professional melbourne, au

• Own and grow a portfolio of Strategic Enterprise accounts across Australia and New Zealand.
• Develop and execute account plans that drive customer value, long-term partnerships and sustainable growth.
• Build trusted relationships with senior business and technology leaders, including CIOs, CTOs, CDOs and Heads of Data, Architecture and Engineering.
• Lead complex sales opportunities from discovery and business case development through commercial negotiation and close.
• Identify opportunities where data streaming can help customers solve business challenges and accelerate innovation.
• Partner closely with Solutions Engineering, Professional Services, Customer Success, Marketing and our Partner ecosystem to deliver successful customer outcomes.
• Maintain accurate forecasting and opportunity management using MEDDPICC and Confluent's sales process.
• Contribute to a collaborative, high-performing team culture while consistently delivering against business objectives.

Bachelor's Degree

Master's Degree

• Experience successfully selling Enterprise software solutions into large organizations.
• A track record of developing executive relationships and managing complex sales cycles.
• Experience in data, cloud, infrastructure, AI, analytics or related technology markets is highly regarded.
• Strong account planning, opportunity management and forecasting discipline.
• Ability to engage both technical and business stakeholders and align technology solutions to business outcomes.
• Experience navigating multi-stakeholder buying processes and enterprise procurement environments.
• Familiarity with structured sales methodologies such as MEDDPICC, Challenger or similar frameworks.
• Excellent communication, presentation and negotiation skills.
• Bachelor's degree or equivalent experience.

NA

• City / Township / Village: MELBOURNE
• State / Province: Victoria
• Country: Australia
• Work arrangement: Hybrid
• Area of work: Employment type
• Regular
• Position type: Professional
• Some travel may be required based on business demand
• Company: (0008) IBM Australia Limited
• Shift: General (daytime)

IBM is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, neurodivergence, age, or other characteristics protected by the applicable law. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.