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 organisations connect, process, and govern trusted, real-time data across hybrid environments, giving AI models, agents, and applications the current context they need to operate at scale.

Based in Perth, you'll focus on acquiring new enterprise customers across Western Australia. You'll create opportunities, build executive and technical relationships, and show how real-time data streaming can help customers advance their data and AI ambitions. Working across IBM, Confluent, and the partner ecosystem, you'll help turn those opportunities into customer outcomes and a foundation for long-term growth.

Your role and responsibilities

- Develop and execute an acquisition plan for your assigned territory, prioritising high-potential organisations and creating a clear path to net-recent customer wins.
- Build pipeline through proactive prospecting, customer and market research, executive outreach, and collaboration with IBM, channel, and technology partners.
- Identify organisations whose data, application modernisation, and AI priorities align with Confluent's data streaming platform.
- Own the full sales cycle-from first engagement and discovery through solution design, business case development, negotiation, and close.
- Build relationships across executive, business, architecture, engineering, and developer communities; connect technical capabilities to strategic priorities and measurable business outcomes.
- Partner with Solutions Engineering, IBM Consulting, Customer Success, Professional Services, Marketing, and the broader partner ecosystem to develop compelling solutions and create a strong customer experience.
- Lead opportunity strategy and qualification, maintain accurate CRM records and forecasts, and communicate progress and risks clearly throughout the deal cycle.
- Build a thoughtful land strategy for each new customer, setting up a smooth transition and future opportunities for adoption and growth.
- Represent IBM and Confluent with credibility in customer and partner engagements; travel within Western Australia and elsewhere as business needs require.

Required education

- Bachelor's Degree

Preferred education

- Bachelor's Degree

Required technical and professional expertise

- A track record of success in quota-carrying sales, with experience winning new customers in enterprise or strategic accounts.
- Demonstrated ability to generate pipeline through proactive prospecting and develop opportunities from first contact to close.
- Experience leading complex, multi-stakeholder sales cycles and building relationships with both senior executives and technical teams.
- A consultative, value-based selling approach,



with the ability to connect data, cloud, and AI capabilities to business outcomes.
- Strong territory planning, account research, opportunity qualification, forecasting, negotiation, and communication skills.
- Experience selling SaaS, cloud, data infrastructure, integration, analytics, or other enterprise technology solutions.
- Familiarity with Apache Kafka, data streaming, stream processing, event-driven architectures, or distributed systems.
- Ability to collaborate effectively with IBM and Confluent colleagues, systems integrators, cloud providers, and other partners.
- Familiarity with structured sales methodologies such as MEDDPICC is an advantage.
- 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 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 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 submission of your application.

Locations - Perth, Western Australia, Australia

📌 Enterprise Account Executive (Australia)
🏢 Ibm
📍 Australia