Account Executive - Cloud Service Provider (Boston, MA)

Hewlett Packard Enterprise • Boston, MA

2d • $225,500 - $437,500 • Remote

About The Position

HPE CloudOps is seeking a strategic CSP Account Executive to grow business and build partnerships with global Cloud Service Providers, Managed Service Providers, telecommunications providers, and hosting partners. The role owns and develops strategic provider accounts, cultivates executive relationships, and expands HPE’s presence across the cloud services ecosystem.

The Account Executive will use HPE’s CloudOps portfolio—including HPE Morpheus, HPE OpsRamp, and HPE Zerto—to help providers develop and scale managed-service offerings across hybrid cloud environments. The role leads strategic account planning and new business development, coordinates cross-functional teams, and manages complex sales cycles. It also supports provider enablement and service launches, establishes lighthouse customer wins, and drives adoption, renewal, and expansion so that booked business develops into recurring revenue. The position is designated Remote/Teleworker, with work primarily from home, and requires global travel as needed.

Requirements

• Bachelor’s degree or equivalent relevant experience.
• At least 8 years of enterprise technology sales or business-development experience.
• 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.
• Ability to engage senior executives and lead consultative, outcome-based conversations with business, product, sales, operations, and technology stakeholders.
• Experience managing long, complex sales cycles and coordinating global and regional cross-functional teams.
• Working knowledge of MEDDPICC, Challenger, or a comparable enterprise sales methodology, with strong CRM, forecasting, and inspection discipline.
• Ability and willingness to travel globally as required.
• 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 an integrated platform strategy and explain the distinct and combined value of Morpheus, OpsRamp, and Zerto.
• Expertise in strategic account planning and executive selling, including stakeholder mapping, value articulation, commercial negotiation, governance, and multi-year relationship development.
• Partner and ecosystem leadership skills to align provider executives and sellers, HPE account teams, distributors, GSIs, ISVs, and technology alliances.
• Strong business and financial acumen, including provider business cases, revenue models, investment plans, pricing strategies, and margin-based value propositions.
• Excellent communication, storytelling, and presentation skills, including translating technical concepts into provider economics and business outcomes.
• Sales discipline and operational rigor, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection.
• Builder mindset, comfort with ambiguity, and initiative to create structure, offers, routes to market, and pipeline.
• Collaborative leadership and influence without authority in a matrixed global organization.

Nice To Haves

• At least 3 years selling to or through CSPs, MSPs, telecommunications providers, hosting providers, or strategic channel partners.
• An advanced degree or industry certifications.

Responsibilities

• Own end-to-end account strategy for assigned providers, including growth plans, stakeholder maps, whitespace analysis, competitive strategy, opportunity roadmaps, and investment priorities.
• Develop and govern joint business plans with executive sponsors, revenue goals, service-launch milestones, enablement commitments, lighthouse targets, and quarterly business reviews.
• Lead full-cycle sales execution, from prospecting and qualification through solution alignment, business case development, negotiation, contracting, booking, adoption, and expansion.
• Create repeatable provider offers integrating HPE Morpheus, HPE OpsRamp, and HPE Zerto.
• Engage and influence C-level stakeholders by connecting HPE CloudOps capabilities to provider business outcomes.
• Build qualified pipeline through provider-sourced demand, co-sell motions, marketing programs, direct pursuits, and partner ecosystem leverage.
• Coordinate global and regional sales, presales, product, marketing, services, customer success, finance, legal, and channel resources.
• Drive provider enablement and launch readiness, including seller training, technical certification, demonstrations, service blueprints, pricing, support models, and field activation.
• Establish lighthouse customer wins that validate offers and support broader market replication.
• Maintain forecast and pipeline governance using HPE CRM, MEDDPICC qualification, documented next steps, risk management, and executive escalation as needed.
• Track adoption, consumption, renewal, and expansion to grow durable recurring revenue across provider customer bases.
• Represent provider needs to influence product roadmap, packaging, pricing, integrations, support requirements, and go-to-market investments.

Benefits

• Comprehensive benefits supporting physical, financial, and emotional wellbeing.
• Programs supporting personal and professional development and career goals.
• Flexible work arrangements to help manage work and personal needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior