IntroductionAt 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 ResponsibilitiesInstana is looking for a Mid-Market Account Executive to join our growing department. We are looking for a candidate with experience in driving value-based software sales cycles with mid-market accounts. 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 **Mid-market 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 audiences+ 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 goalsRequired Technical and Professional Expertise+ Have 2+ years' experience in SaaS or related direct application/platform sales+ Proven track record in meeting or exceeding monthly, quarterly and annual quotas+ Use superior communication and negotiation skills to land new business and expand existing accounts+ Thrive working in a fast-paced team environment and driving new customer acquisition+ Basic understanding of Observability, APM, Devops, Cloud and the SaaS industry+ Have experience with SFDC, and software business tools, outreach, zoom, etc...Preferred Technical and Professional ExpertiseNANoneAbout Business UnitIBM 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 @ IBMWhat matters to you when you're looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities - where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust - where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM's greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementIBM offers a wide range of resources for eligible IBMers to thrive both inside and outside of work. In addition to a competitive benefits program consisting of medical and life insurance, retirement plans, and time off, eligible employees may also have access to:*12 weeks of paid parental bonding leave. Family care options are also available to support eligible employees during COVID-19.*World-class training and educational resources on our personalized, AI-driven learning platform. IBM's learning culture supports your restless attitude to grow your skills and build the depth and scale of knowledge needed to achieve your career goals.*Well-being programs to support mental and physical health.*Financial programs that empower you to plan, save, and manage your money (including expert financial counseling, 401(k), IBM stock discount, etc.).*Select educational reimbursement opportunities.*Diverse and inclusive employee resource groups where you can network and connect with IBMers across the globe.*Giving and volunteer programs to benefit charitable organizations and local communities.*Discounts on retail products, services, and experiences.This position is eligible for participation in an IBM sales incentive plan. Actual incentive opportunity will be based on performance and the eligible Target Incentive, as addressed in the applicable plan, all of which is subject to change.We consider qualified applicants with criminal histories, consistent with applicable law.IBM will not be providing visa sponsorship for this position now or in the future. Therefore, in order to be considered for this position, you must have the ability to work without a need for current or future visa sponsorship.Being You @ IBMIBM 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.