Account executive for cloud service providers

Account executive for cloud service providers

HPE CloudOps is seeking a high-performing, strategic Account Executive to build and grow business with leading global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecommunications providers, and hosting partners. This role is designed for a senior seller who understands how providers create, launch, sell, and operate recurring managed services—and who can turn the HPE CloudOps portfolio into scalable provider-led revenue.

• Own a portfolio of strategic CSP and MSP accounts, including approximately 4–8 Tier 1 providers and selected Tier 2 growth accounts based on geography, market potential, executive access, and platform fit.
• Create and execute joint business plans that establish shared revenue targets, solution priorities, investment commitments, enablement requirements, routes to market, and executive governance.
• Build provider-led managed services by translating Morpheus, OpsRamp, and Zerto capabilities into packaged, priced, repeatable, and supportable service offerings.
• Generate and convert pipeline through provider sellers, co-marketing campaigns, lighthouse customers, direct customer pursuits, and expansion within the provider’s installed base.
• Lead complex commercial engagements across global and regional stakeholders while maintaining clear ownership, forecast discipline, and transparent revenue attribution.
• Own the end-to-end account strategy for assigned providers, including a 12–24 month growth plan, stakeholder map, whitespace analysis, competitive strategy, opportunity roadmap, and investment priorities.
• Develop and govern joint business plans with clear executive sponsors, revenue goals, service-launch milestones, enablement commitments, lighthouse targets, and quarterly business reviews.
• Lead full-cycle sales execution from proactive prospecting and value-based qualification through solution alignment, business case development, negotiation, contracting, booking, adoption, and expansion.
• Create repeatable provider offers that integrate HPE Morpheus for hybrid cloud management, HPE OpsRamp for observability and AIOps, and HPE Zerto for cyber resilience and disaster recovery.
• Engage and influence C-level stakeholders by connecting HPE CloudOps capabilities to provider outcomes such as new recurring services revenue, operating efficiency, faster service delivery, customer retention, resilience, and margin expansion.
• Build and maintain qualified pipeline coverage through provider-sourced demand, co-sell motions, marketing programs, direct pursuits, and partner ecosystem leverage.
• Orchestrate global and regional resources across sales, presales, product, marketing, services, customer success, finance, legal, and channel teams to deliver a consistent account strategy.
• Drive provider enablement and launch readiness including seller training, technical certification, packaged demonstrations, service blueprints, pricing, support models, and field activation.
• Establish lighthouse customer wins that validate the offer, create referenceable outcomes, accelerate provider confidence, and support broader market replication.
• Maintain rigorous forecast and pipeline governance using HPE CRM and inspection processes, MEDDPICC qualification, documented next steps, risk management, and executive escalation when required.
• Track adoption, consumption, renewal, and expansion to ensure that booked business becomes durable recurring revenue and grows across the provider’s customer base.
• Represent the voice of the provider to influence product roadmap, packaging, pricing, integration priorities, support requirements, and go-to-market investments.
• Bachelor’s degree or equivalent relevant experience required; an advanced degree or industry certifications are a plus.
• Demonstrated success achieving or exceeding significant annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud, infrastructure, or managed-services environments.
• Proven experience creating a new business or service with a strategic partner, including joint planning, commercial modeling, enablement, launch, pipeline development, and scale.
• Established ability to engage senior executives and lead consultative, outcome-based conversations across business, product, sales, operations, and technology stakeholders.
• Experience managing long, complex sales cycles and coordinating global and regional teams across technical presales, services, customer success, finance, legal, product, and marketing.
• Working knowledge of MEDDPICC, Challenger, or a comparable enterprise sales methodology, together with strong CRM, forecasting, and inspection discipline.
• Ability and willingness to travel globally as required to support executive engagement, joint planning, launches, and strategic pursuits.
• Deep understanding of CSP and MSP business models, including managed-services economics, recurring revenue, service catalogs, consumption, attach, channels, and downstream customer acquisition.
• Strong knowledge of hybrid cloud operations, cloud management, observability, AIOps, automation, FinOps, data protection, disaster recovery, cyber resilience, and IT service management.
• Ability to position the HPE CloudOps portfolio as one integrated platform strategy, while understanding where Morpheus, OpsRamp, and Zerto create distinct and combined provider value.
• Expertise in strategic account planning and executive selling, including stakeholder mapping, value articulation, commercial negotiation, governance, and multi-year relationship development.
• Proven partner and ecosystem leadership, with the ability to align provider executives, provider sellers, HPE account teams, distributors, GSIs, ISVs, and technology alliances around shared outcomes.
• Strong business and financial acumen, including the ability to build provider business cases, revenue models, investment plans, pricing strategies, and margin-based value propositions.
• Excellent communication, storytelling, and presentation skills, with the ability to translate complex technical concepts into provider economics and business outcomes.
• High level of sales discipline and operational rigor, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection.
• Builder mindset and comfort with ambiguity, with the initiative to create structure, offers, routes to market, and pipeline where the motion is not yet fully established.
• Collaborative leadership and influence without authority, with the ability to mobilize a matrixed global organization while maintaining clear accountability and urgency.
• We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.
• We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in.

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