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Account Executive – Instana UK


Introduction At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just


At IBM, work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so, lets talk.

Your Role and Responsibilities

Instana, an IBM Company is looking for an Account Executive to join our growing department. We are looking for a candidate with experience in driving value based software sales cycles with multiple account types. The ideal candidate will have a proven track record in building a strong pipeline and driving new customer acquisitions. They have been trained in MEDDIC or similar sales processes to drive consistent results. This person will have the ability to Identify and build customer champions. In addition, they will have a background in DevOps, APM and the Observability space, with a focus on helping companies achieve positive business outcomes.

As part of the Account Executive Team, you will have a tangible impact on our revenue growth through

building and maintaining a healthy pipeline. Establishing new customer relationships, and

growing existing customers. And accurately forecasting your business on a monthly and

quarterly basis.

Key Duties and Responsibilities

  • Articulate the value proposition of our software solution to both business and technical


  • Execute and close strategic sales cycles within geographic based territory
  • Manage a value-based sales process to drive consistent revenue growth
  • Forecast business accurately
  • Research and profile key accounts in territory, build out contacts in SFDC
  • Create outbound campaigns and cadences to build consistent pipeline
  • Meet weekly, monthly and quarterly activity and pipeline goals

Required Technical and Professional Expertise

  • Several years experience in SaaS or related direct application/platform sales
  • Proven track record in meeting or exceeding monthly, quarterly and annual quotas
  • Superior communication and negotiation skills to land new business and expand

existing accounts

  • An ability to thrive working in a fast-paced team environment and driving new customer acquisition
  • Have experience with SFDC, and software business tools, outreach, zoom, etc…

Preferred Technical and Professional Expertise

  • Basic understanding of Observability, APM, Devops, Cloud and the SaaS industry

About Business Unit

IBM’s Cloud and Cognitive software business is committed to bringing the power of IBM’s Cloud and Watson/AI technologies to life for our clients and ecosystem partners around the world. IBM provides you with the most comprehensive and consistent approach to development, security and operations across hybrid environments—with complete software solutions for business and IT operations, development, data science, security, and management. Our experts and software capabilities help organizations develop applications once and deploy them anywhere, integrate security across the breadth of their IT estate, and automate operations with management visibility. With IBM, you also have access to new skills and methods, governance and management approaches, and a deep ecosystem of industry experts and partners.

Your Life @ IBM

Are you craving to learn more? Prepared to solve some of the world’s most unique challenges? And ready to shape the future for millions of people? If so, then it’s time to join us, express your individuality, unleash your curiosity and discover new possibilities.

Every IBMer, and potential ones like yourself, has a voice, carves their own path, and uses their expertise to help co-create and add to our story. Together, we have the power to make meaningful change – to alter the fabric of our clients, of society and IBM itself, to create a truly positive impact and make the world work better for everyone.

It’s time to define your career.

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 50 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.

Location Statement

IBM wants you to bring your whole self to work and for you this might mean the ability to work flexibly. If you are interested in a flexible working pattern, please talk to our recruitment team to find out if this is possible in the current working environment.

Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

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