Account Executive (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
• As a core member of the global CSP go-to-market team, you will own a named portfolio of strategic providers and lead the full relationship across executive alignment, joint business planning, service creation, commercial execution, pipeline development, launch, adoption, and expansion
• You will orchestrate HPE Morpheus, HPE OpsRamp, and HPE Zerto as one CloudOps platform strategy that helps providers provision, observe, automate, protect, and recover customer workloads across hybrid cloud environments. Success requires embedding HPE CloudOps into the provider’s service catalog, seller motion, delivery architecture, and downstream customer value proposition
• 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
• Operate with significant autonomy as the global account leader for assigned providers. Influence cross-functional teams and coordinate country and regional account teams so global strategy is centrally orchestrated while opportunities are locally executed and appropriately credited
• The role frequently represents HPE CloudOps with senior provider executives and industry stakeholders, requiring sound judgment, executive presence, high emotional intelligence, commercial creativity, and the ability to influence without direct authority
• Success measures include bookings, ARR, renewals, expansion, and consumption growth; approved joint business plans and active executive governance for all assigned Tier 1 providers; at least 3× qualified pipeline coverage; service launches, enabled sellers, certified technical resources, and activated routes to market; lighthouse customer wins and downstream adoption; and multi-product attach across Morpheus, OpsRamp, and Zerto, targeting 50% or greater across priority Tier 1 relationships

Benefits

• Subsidized health insurance, retirement programs and paid time off, including an industry-leading maternity and paternity leave package
• The chance to earn an annual bonus based on performance
• Recognition for your contributions, and potential participation in long-term incentives like annual equity awards
• A hybrid, flexible work model that ensures connectivity, a commitment to our culture and continued impact for team members
• Opportunities for personal and professional development to help you reach your career goals

Ability to position the HPE CloudOps portfolio as one integrated platform strategy, while understanding where Morpheus, OpsRamp, and Zerto create distinct and combined provider valueAbility and willingness to travel globally as required to support executive engagement, joint planning, launches, and strategic pursuitsProven experience creating a new business or service with a strategic partner, including joint planning, commercial modeling, enablement, launch, pipeline development, and scaleWorking knowledge of MEDDPICC, Challenger, or a comparable enterprise sales methodology, together with strong CRM, forecasting, and inspection disciplineDeep understanding of CSP and MSP business models, including managed-services economics, recurring revenue, service catalogs, consumption, attach, channels, and downstream customer acquisition Demonstrated success achieving or exceeding significant annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud, infrastructure, or managed-services environmentsStrong business and financial acumen, including the ability to build provider business cases, revenue models, investment plans, pricing strategies, and margin-based value propositions High level of sales discipline and operational rigor, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection Experience managing long, complex sales cycles and coordinating global and regional teams across technical presales, services, customer success, finance, legal, product, and marketing10+ years of enterprise technology sales or business-development experience, with at least 5 years selling to or through CSPs, MSPs, telecommunications providers, hosting providers, or strategic channel partners preferred Established ability to engage senior executives and lead consultative, outcome-based conversations across business, product, sales, operations, and technology stakeholders Collaborative leadership and influence without authority, with the ability to mobilize a matrixed global organization while maintaining clear accountability and urgency Fluency in English and the local language is required 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 knowledge of hybrid cloud operations, cloud management, observability, AIOps, automation, FinOps, data protection, disaster recovery, cyber resilience, and IT service management Bachelor’s degree or equivalent relevant experience required; an advanced degree or industry certifications are a plus Expertise in strategic account planning and executive selling, including stakeholder mapping, value articulation, commercial negotiation, governance, and multi-year relationship development Excellent communication, storytelling, and presentation skills, with the ability to translate complex technical concepts into provider economics and business outcomes 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

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