Enterprise account executive, strategic

Introduction

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.

Your Role and Responsibilities

• 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.

Preferred Education

Master's Degree

Required Technical and Professional Expertise

• 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.

Preferred Technical and Professional Experience

NA