Introduction Now part of IBM, Confluent brings its data streaming platform-built on Apache Kafka and Apache Flink-into IBM's broader data and AI strategy. Together, IBM and Confluent help government organisations connect, process, and govern trusted, real-time data across hybrid environments, providing the live context that AI models, agents, and applications need to operate at scale.

Based in Canberra, you'll work with Australian Federal and State Government customers to turn data and AI priorities into practical outcomes. You'll engage agency leaders and technical teams, navigate complex public-sector buying environments, and coordinate across IBM, Confluent, and partner teams to help customers move AI initiatives from experimentation into production.

Your role and responsibilities

- Develop and execute territory and account plans across assigned Australian Federal and State Government accounts, prioritising agencies, stakeholders, opportunities, and routes to market.
- Build and qualify pipeline, win new business, and deliver against quarterly and annual sales objectives across the public sector territory.
- Lead complex sales cycles from prospecting and discovery through solution alignment, business case development, procurement or tender processes, negotiation, and close.
- Engage executive, business, data and AI, architecture, engineering, security, and procurement stakeholders; connect technical capabilities to agency priorities and measurable outcomes.
- Identify how real-time data streaming can support government data and AI initiatives, including the delivery of current, trusted data to applications, analytics, AI models, and agents.
- Understand agency requirements for security, privacy, governance, resilience, and hybrid-cloud environments, and work with technical teams to shape appropriate solutions.
- Partner across IBM and Confluent sales, Solutions Engineering, Consulting, Customer Success, Professional Services, and channel teams to coordinate account strategy and deliver a strong customer experience.
- Build productive relationships with systems integrators, cloud providers, and other ecosystem partners to extend reach and support customer outcomes.
- Grow adoption and consumption within existing accounts, while maintaining disciplined opportunity management, deal strategy, CRM hygiene, and accurate forecasting.
- Represent IBM and Confluent credibly in customer and partner engagements; travel within Australia as business needs require.

Required education

- Bachelor's Degree

Preferred education

- Bachelor's Degree

Required technical and professional expertise

- Proven success in quota-carrying enterprise software sales, ideally in the public sector or another complex, regulated environment.
- Experience engaging Australian Federal and/or State Government departments or agencies;

experience across both levels of government is an advantage.

- Familiarity with public-sector procurement, tendering, budget and approval cycles,



and multi-stakeholder buying processes.
- Experience owning complex sales cycles, from pipeline generation and account planning through solution development, negotiation, and close.
- A consultative, value-based selling approach, with the ability to connect data and AI capabilities to agency priorities and measurable outcomes.
- Ability to engage credibly with senior government stakeholders and technical audiences, including data and AI leaders, architects, engineers, security, and procurement teams.
- Experience selling SaaS, cloud, data infrastructure, integration, analytics, or open-source technologies.
- Familiarity with Apache Kafka, data streaming, stream processing, event-driven architectures, or distributed systems.
- Strong forecasting, chance qualification, negotiation, and communication skills; familiarity with MEDDPICC or another structured sales methodology.
- Ability to collaborate across IBM and Confluent teams and with systems integrators, cloud providers, and other partners.
- Willingness to travel for customer and partner engagements as needed.

Preferred technical and professional experience

- Integration Agreement Knowledge: Deep understanding of integration agreements and their associated incentive plans, including terms and conditions, to inform management and oversight of the unique incentive plan.
- Stakeholder Collaboration: Experience working with various stakeholders to ensure compliance and effective execution of incentive plans, driving seamless execution and communication.
- Incentive Plan Optimization: Deep expertise in optimizing incentive plans to achieve business objectives, ensuring alignment with organizational goals and strategic priorities.

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 every day, 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 ongoing 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 every day 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 the submission of your application.

Locations: CANBERRA, Australian Capital Territory, Australia

📌 Enterprise Account Executive - Public Sector (Australia)
🏢 Ibm
📍 Australia