Account Executive - Cloud Service Provider (Boston, MA)

Hewlett Packard Enterprise•Boston, MA

7h•$225,500 - $437,500•Remote

About The Position

Hewlett Packard Enterprise’s HPE CloudOps organization is seeking a strategic Account Executive to drive growth and build partnerships with global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecommunications providers, and hosting partners. The role owns and develops a portfolio of strategic provider accounts, cultivates executive relationships, and expands HPE’s presence across the cloud services ecosystem. The Account Executive uses HPE’s CloudOps portfolio—including HPE Morpheus, HPE OpsRamp, and HPE Zerto—to help providers create, launch, and scale managed-service offerings across hybrid cloud environments. The role leads strategic account planning and new business development, coordinates cross-functional teams, and navigates complex sales cycles to help providers accelerate innovation, improve operating efficiency, and develop recurring revenue. The position is designated Remote/Teleworker, primarily working from home, and requires willingness to travel globally as needed. The expected annual combined base and target-level sales compensation in Massachusetts is USD 225,500–437,500 at 100% of sales plan, with a 60% base and 40% target-level sales compensation mix.

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 discussions 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, and strong CRM, forecasting, and inspection discipline.
Ability and willingness to travel globally as required for 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 an integrated platform strategy and explain the distinct and combined provider 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.
Proven partner and ecosystem leadership, aligning provider executives and sellers with HPE teams, distributors, GSIs, ISVs, and technology alliances.
Strong business and financial acumen, including building provider business cases, revenue models, investment plans, pricing strategies, and margin-based value propositions.
Excellent communication, storytelling, and presentation skills, including the ability to translate technical concepts into provider economics and business outcomes.
Strong 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, with the ability to mobilize a matrixed global organization while maintaining accountability and urgency.

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 and maintain qualified pipeline through provider-sourced demand, co-sell motions, marketing programs, direct pursuits, and partner ecosystem engagement.
Coordinate global and regional sales, presales, product, marketing, services, customer success, finance, legal, and channel resources around account strategy.
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 demonstrate outcomes and support broader market replication.
Maintain forecast and pipeline governance using HPE CRM, inspection processes, MEDDPICC qualification, documented next steps, risk management, and executive escalation as needed.
Track adoption, consumption, renewals, and expansion to support durable recurring revenue and growth across providers’ customer bases.
Represent provider feedback to influence product roadmaps, packaging, pricing, integrations, support requirements, and go-to-market investments.