Account Executive - LATAM - Confluent

IBM
IBM

Sales & Business Development

São Paulo, SP, Brazil

Posted on Jul 15, 2026
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

As a member of the Confluent Sales Team, (an IBM Company), the Enterprise Account Executive is responsible for selling Confluent solutions to our National Accounts segment. We expect you to use your prospecting, sales, negotiation, and leadership skills to effectively sell Confluent offerings to leading companies to meet and exceed your quarterly sales target. You must possess a "consumption/growth" mentality with a proven track record of success within a value-driven sales model.

What You Will Do:

· Drive Revenue Growth:

o Achieve and exceed quarterly and annual sales targets by driving net-new customer acquisition and expanding consumption within existing enterprise accounts.

· Strategic Sales Execution:

o Own and manage the entire sales cycle, from prospecting and discovery to negotiation and closing complex deals, using structured sales methodologies like MEDDPICC or Challenger.

· Prospecting & Pipeline Management:

o Proactively identify, qualify, and develop a robust sales pipeline, building strong relationships with C-level executives and senior stakeholders within GCCs.

· Consultative Selling:

o Understand customer needs and business problems, developing and presenting compelling value propositions tailored to specific business outcomes leveraging Confluent's data streaming platform.

· Solution Design & Collaboration:

o Partner closely with Solutions Engineers, Global Account Managers, Professional Services, and Customer Success teams to design effective technical solutions and ensure seamless customer experience.

· Market Expertise:

o Become an in-depth subject matter expert (SME) on Confluent's offerings, the broader data infrastructure, DataStreaming, AI and Kafka landscape.

· Ecosystem Alignment:

o Work with the partner ecosystem across AWS, GCP, Azure, GSIs and GCC focused Partners.

· Reporting & Forecasting:

o Maintain accurate CRM records, provide regular sales reports, and forecast sales accurately.

Required education
High School Diploma/GED
Preferred education
Bachelor's Degree
Required technical and professional expertise
  • Demonstrated success in quota-carrying sales roles within competitive technology markets, consistently meeting or exceeding revenue targets.
  • Proven ability to excel in consultative, solution-selling environments (SaaS, cloud, big data, open-source, enterprise IT), with experience engaging GCC clients.
  • Strong understanding of Apache Kafka, data streaming, event-driven architecture, and the business value of cloud technologies (AWS, Azure, GCP).
  • Proficiency in enterprise sales methodologies such as MEDDIC/MEDDPICC, with solid CRM management skills (Salesforce).
  • Proficiency in English.
Preferred technical and professional experience
  • Incentive Plan Development: Exposure to designing and implementing unique incentive plans, including setting guidelines and requirements, can be beneficial in this role.
  • Integration Agreement Analysis: Experience with reviewing and interpreting acquisition or integration agreements can aid in understanding the implications on incentive plans.
  • Performance Optimization: Familiarity with analyzing progress, identifying areas for improvement, and implementing adjustments to meet incentive plan goals can be advantageous.

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

All our positions are eligible for people with disabilities PwD or rehabilitated.

Important Notice to Candidates

IBM does not charge any fees or request any kind of payment from candidates to participate in its recruitment processes. This includes, but is not limited to, application fees, costs for sending documents, or any payment related to the application or interviews. If you receive any request for payment in the name of IBM, we strongly recommend that you do not proceed and report it immediately through the company’s official channels.

See more open positions at IBM