Your responsibilities span three main pillars: Business Ownership * Own the budget for your assigned product set and territory, with operational rigor to deliver against budget objectives each quarter * Develop and execute a territory business plan that generates new pipeline and grows opportunities quarter to quarter * Maintain deep awareness of your install base, competitive landscape, and market dynamics across your client set * Lock in and drive execution on Americas sales plays to generate pipeline, including Data Lakehouse, Data Intelligence, Data Integration, and Real-Time Streaming plays Product Expertise * Achieve and maintain Level 3 minimum product expertise across watsonx.data, watsonx.data intelligence, watsonx.data integration, and Confluent * Understand the competitive landscape across product sets, including Databricks, Snowflake, AWS, Informatica, Collibra, and Confluent alternatives, and effectively handle objections and sell through competitive challenges * Develop deep conversational capability across product differentiators and what sets IBM apart in the market, including open lakehouse architecture, hybrid deployment flexibility, AI-powered data engineering agents, governed data products, and real-time event streaming Value Delivery * Articulate IBM Data Platform offerings in the context of the value they create for a specific enterprise and persona, connecting capabilities to business outcomes such as cost optimization, AI readiness, regulatory compliance, and time-to-insight * Own the generation of value assessments and mutually align with clients on measurable use cases tied to the watsonx.data portfolio * Align with the Americas Value Assessment team to scale value assessment methodology across a growing number of client engagements in territory * Ensure operational rigor so that a value assessment is part of all pilots and hands-on technology engagements, with client executive sponsorship to progress to closure **Required technical and professional expertise** * 5+ years of experience in enterprise software sales, technical sales, or solutions engineering with a focus on data platforms, data management, analytics, or AI * Demonstrated ability to own and close complex, multi-product enterprise transactions * Strong track record of meeting or exceeding quota targets * Experience selling into mid-market and enterprise accounts across multiple industries * Ability to engage with both technical stakeholders (data engineers, architects, CTOs) and business stakeholders (CDOs, CFOs, line-of-business leaders) * Willingness to travel within the assigned Southeast territory (NC, SC, KY, TN, GA, AL) up to 60% * Watsonx.data: As the Data Platform SME, you are accountable for driving revenue, building pipeline, and delivering measurable client value across the full watsonx.data portfolio and Confluent.