Regional Sales Director, Digital Native & Emerging Markets

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.

You'll join a team that is defining a new category in data infrastructure and working with some of the world's most innovative organisations. You'll have the opportunity to shape the UKI growth strategy, develop talented sales professionals and help customers solve meaningful business problems with data in motion.

Confluent is an equal opportunity employer. We're committed to creating an inclusive environment where everyone can do their best work, and we welcome applicants from all backgrounds and experiences.

As Regional Sales Director, UKI, you will own the/regional territory go-to-market strategy, recruit, retain and lead a high-performing team of enterprise Account Executives. You will be responsible for building a durable pipeline, developing executive relationships, winning strategic opportunities and driving sustainable revenue and consumption growth across the region.

You will operate as a hands-on sales leader: setting clear priorities, coaching the team in the field, raising the quality of execution and creating a culture of accountability, collaboration and customer focus. You will work closely with Solutions Engineering, Customer Success, Marketing, Partners, Professional Services, Product and executive leadership to deliver outcomes for customers and the business.

You will be accountable for Customer Acquisition, New ACV expansion, renewals and consumption within your territory.

• Set the UKI sales strategy, operating rhythm and priorities in line with company goals.
• Lead, coach and develop a team of enterprise Account Executives, creating clarity on expectations, territories, account focus and execution standards.
• Build a predictable pipeline-generation engine across new logo, expansion and strategic account motions.
• Establish strong account and territory plans, with clear customer outcomes, stakeholder maps, champions and next steps.
• Coach the team through complex enterprise sales cycles, from discovery and qualification through negotiation, close and post-sale transition.
• Drive disciplined use of sales methodology, including rigorous qualification, mutual action plans, deal inspection and accurate forecasting.
• Engage directly with senior customer stakeholders, including CIOs, CTOs, CDOs and business leaders, to connect data strategy to measurable business value.
• Engage and build strong network across the IBM Ecosystem to build pipeline and executive engagement
• Lead strategic deal strategy and executive alignment for the region's most important opportunities.
• Partner with Solutions Engineering and Customer Success to ensure technical wins translate into successful production workloads, adoption and long-term customer value.
• Build productive relationships with strategic partners, including cloud providers, systems integrators and technology partners.
• Collaborate with Marketing and Sales Development to create targeted regional campaigns and improve pipeline conversion.
• Use…