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.
Required education
Bachelor's Degree
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

ABOUT BUSINESS UNIT:

IBM has a global presence, operating in more than 175 countries with a broad-based geographic distribution of revenue. The company’s Global Markets organization is a strategic sales business unit that manages IBM’s global footprint, working closely with dedicated country-based operating units to serve clients locally. These country teams have client relationship managers who lead integrated teams of consultants, solution specialists and delivery professionals to enable clients’ growth and innovation. By complementing local expertise with global experience and digital capabilities, IBM builds deep and broad-based client relationships. This local management focus fosters speed in supporting clients, addressing new markets and making investments in emerging opportunities. Additionally, the Global Markets organization serves clients with expertise in their industry as well as through the products and services that IBM and partners supply. IBM is also expanding its reach to new and existing clients through digital marketplaces.
YOUR LIFE @ IBM
In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.
Being an IBMer means you’ll be able to learn and develop yourself and your career, you’ll be encouraged to be courageous and experiment everyday, all whilst having continuous trust and support in an environment where everyone can thrive whatever their personal or professional background.
Our IBMers are growth minded, always staying curious, open to feedback and learning new information and skills to constantly transform themselves and our company. They are trusted to provide on-going feedback to help other IBMers grow, as well as collaborate with colleagues keeping in mind a team focused approach to include different perspectives to drive exceptional outcomes for our customers. The courage our IBMers have to make critical decisions everyday is essential to IBM becoming the catalyst for progress, always embracing challenges with resources they have to hand, a can-do attitude and always striving for an outcome focused approach within everything that they do.
Are you ready to be an IBMer?
ABOUT IBM
IBM’s greatest invention is the IBMer. We believe that through the application of intelligence, reason and science, we can improve business, society and the human condition, bringing the power of an open hybrid cloud and AI strategy to life for our clients and partners around the world.
Restlessly reinventing since 1911, we are not only one of the largest corporate organizations in the world, we’re also one of the biggest technology and consulting employers, with many of the Fortune 500 companies relying on the IBM Cloud to run their business.
At IBM, we pride ourselves on being an early adopter of artificial intelligence, quantum computing and blockchain. Now it’s time for you to join us on our journey to being a responsible technology innovator and a force for good in the world.
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.

OTHER RELEVANT JOB DETAILS:

For additional information about location requirements, please discuss with the recruiter following submission of your application.
Job Title
Enterprise Account Executive, Strategic
Job ID
118841
City / Township / Village
MELBOURNE
State / Province
Victoria
Country
Australia
Work arrangement
Hybrid
Area of work
Sales
Employment type
Regular
Position type
Professional
Travel required
Some travel may be required based on business demand
Company
(0008) IBM Australia Limited
Shift
General (daytime)
Is this role a commissionable/sales incentive based position?
Yes
Application Info
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