OEM Account Executive, Confluent
$158.9-186.8k
+ Equity + Commission
Data streaming platform
Open for applications
Data streaming platform
1001+ employees
Open for applications
$158.9-186.8k
+ Equity + Commission
1001+ employees
Company mission
Founded by the team that built Apache Kafka, their mission is to make managing Kafka easy.
Role
Who you are
- The successful candidate will be a proven sales professional with a strong track record of building revenue streams, specifically within the data infrastructure space
- Proven Embedded Sales Experience: Demonstrated success in selling embedded software solutions, ideally within the data infrastructure, database, open source, messaging, or big data space. Specific experience working with MSPs and/or tertiary cloud service providers is highly preferred
- Hunter Mentality: A proactive and results-oriented approach to sales with a proven ability to identify, qualify, and close new business opportunities
- Strong Technical Acumen: A solid understanding of data streaming concepts, Kafka, and the Confluent platform. Ability to effectively communicate technical value to both technical and business audiences
- Executive Presence: Confidence and credibility to engage with senior-level executives within partner organizations
- Excellent Communication and Presentation Skills: Ability to clearly articulate complex technical concepts and deliver compelling sales presentations
- Strong Negotiation Skills: Proven ability to negotiate favorable partnership agreements that align with Confluent's business objectives
- Experience in a High-Growth Environment: Prior experience working in a fast-paced, dynamic startup or high-growth technology company
- Existing Relationships with MSPs and Cloud Service Providers (Preferred): Established network of contacts within the target partner ecosystem
What the job involves
- Confluent is seeking a highly motivated and results-oriented Embedded Sales Executive to drive revenue growth in the United States
- This role focuses on acquiring, building and managing strategic partnerships with Managed Service Providers (MSPs) and Cloud Service providers to embed Confluent's streaming platform within their offerings
- Drive ISV Embedded Sales Motion: Develop and execute a regional go-to-market strategy to identify key ISVs and CSPs that align with Confluent's strategic goals and focus on embedding Confluent within these companies
- Define Clear Objectives: Target segments, and key performance indicators (KPIs), and create targeted sales campaigns utilizing direct sales, digital marketing, and partner channels to drive awareness and interest in Confluent's embedded solutions
- Execute and Close New Opportunities: Engage with key stakeholders within target organizations to understand their pain points and business objectives, presenting tailored solutions that demonstrate the value of embedding Confluent's platform
- Negotiation: Negotiate terms and conditions to finalize partnership agreements, collaborate with internal teams for alignment on product capabilities and messaging, and provide ongoing support and resources to ensure partner success and smooth integration
- Hunt for New Opportunities: Proactively prospect and develop a robust sales pipeline. Identify and qualify potential partners based on their market reach, technical capabilities, and alignment with Confluent's strategic objectives
- Build Strategic Partnerships: Cultivate strong, long-term relationships with key decision-makers within target MSPs and cloud service providers. Negotiate mutually beneficial partnership agreements that drive revenue growth for both organizations
- Evangelize Confluent's Platform: Clearly articulate the value proposition of Confluent's streaming platform to technical and business audiences within partner organizations. Showcase the benefits of embedding Kafka and Confluent for their customers
- Develop Compelling Sales Presentations: Create and deliver persuasive presentations that highlight the revenue-generating potential of partnering with Confluent. Tailor presentations to the specific needs and priorities of each potential partner
- Collaborate with Partners: Work closely with partner organizations to develop joint go-to-market plans, co-marketing initiatives, and sales enablement programs
- Stay Ahead of the Curve: Maintain a deep understanding of the evolving data streaming landscape, emerging technologies, and competitive dynamics
Our take
Confluent is a commercial company built on top of the open-source Apache Kafka project. Confluent and Kafka have developed a streaming data technology that processes massive amounts of information in real-time.
The streaming database technology was developed at LinkedIn as a way of moving massive amounts of messages. The company decided to open-source that tech in 2011, and Confluent launched as the commercial arm in 2014.
While the base open-source component remains available for free download, it doesn’t include the additional tooling the company has built to make it easier for enterprises to use Kafka. Confluent's value add is in those additional tools, including a cloud version of the product and a marketplace for sharing extensions to the platform.
Confluent expanded strategic partnerships with Microsoft and acquired Immerok, and in 2023 expanded its cloud platform. 2024 saw further product expansions with the launch of the Confluent Migration Accelerator, all exemplifying how the company is living up to its name by rocket-boosting the benefits of Apache Kafka integration for companies.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Apr 2020
$250m
SERIES E
Jan 2019
$125m
SERIES D
Total funding: $455.9m
Company HQ
Mountain View, California
Leadership
Jay Kreps
(Co-Founder & CEO)Previously a Principal Engineer at LinkedIn.
Neha Narkhede
(Co-Founder & Board Member)Previously a Lead Engineer at LinkedIn and Oracle. They are an Investor/advisor for Gem, Block Party, Material Security, Abacus AI, Cortex Data, Yugabyte, Metaphor Data, Natalist, Common Room, and more.
Jun Rao
(Co-Founder)Previously a Senior Engineer at LinkedIn. Has a PhD in Computer Science from Columbia University.
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