Account Executive - Cloud Service Provider (San Jose, CA)

Hewlett Packard Enterprise•San Jose, CA

1d•$263,000 - $543,000•Remote

About The Position

Hewlett Packard Enterprise’s CloudOps organization 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 identifies opportunities to expand 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 create and scale differentiated 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, builds recurring revenue opportunities, and represents provider needs in HPE product and go-to-market decisions. The position is designated Remote/Teleworker, with primary work from home. Global travel may be required. The stated annual compensation range in California is USD 263,000–543,000 in combined base salary and target-level sales compensation at 100% of sales plan, with a 60% base and 40% target-level sales compensation mix. HPE describes benefits supporting physical, financial, and emotional wellbeing, along with personal and professional development programs and an inclusive workplace.

Requirements

Bachelor’s degree or equivalent relevant experience.
10 or more 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 scaling.
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 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 for executive engagement, joint planning, launches, and strategic pursuits.
Deep understanding of CSP and MSP business models, managed-services economics, recurring revenue, service catalogs, consumption, 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.
Proven partner and ecosystem leadership, aligning provider executives and sellers, HPE teams, distributors, GSIs, ISVs, and technology alliances around shared outcomes.
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 translating 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, including mobilizing a matrixed global organization while maintaining accountability and urgency.

Nice To Haves

An advanced degree or industry certifications.
At least 5 years selling to or through CSPs, MSPs, telecommunications providers, hosting providers, or strategic channel partners.

Responsibilities

Own the 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 C-level stakeholders and connect HPE CloudOps capabilities to provider business outcomes.
Build and maintain qualified pipeline through provider demand, co-selling, marketing programs, direct pursuits, and partner ecosystems.
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 and referenceable outcomes that support broader market adoption.
Maintain forecast and pipeline governance using HPE CRM, sales inspection processes, MEDDPICC qualification, documented next steps, risk management, and executive escalation as needed.
Track adoption, consumption, renewals, and expansion to develop durable recurring revenue across provider customer bases.
Represent provider needs to influence product roadmap, packaging, pricing, integration priorities, support requirements, and go-to-market investments.