Account Executive - Cloud Service Provider (TX)

Hewlett Packard Enterprise • Frisco, TX

1d • $231,000 - $543,000 • Remote

About The Position

Hewlett Packard Enterprise is seeking a strategic CSP Account Executive to grow business and develop partnerships with global Cloud Service Providers, Managed Service Providers, telecommunications providers, and hosting partners. The role owns a portfolio of strategic provider accounts, builds executive relationships, and identifies opportunities to expand HPE’s presence in 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 differentiated managed-service offerings across hybrid cloud environments. The role leads account planning and new business development, coordinates cross-functional teams, and manages complex sales cycles. It also supports provider enablement and service launches, establishes customer wins that can be used as references, and tracks adoption, consumption, renewal, and expansion to promote durable recurring revenue.

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 conversations 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, along with strong CRM, forecasting, and inspection discipline.
• Ability and willingness to travel globally as required.
• Deep understanding of CSP and MSP business models, 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 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, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection.
• Builder mindset, comfort with ambiguity, collaborative leadership, and ability to influence without authority.

Nice To Haves

• At least 5 years of experience 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, demonstrate outcomes, 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 so booked business becomes durable recurring revenue and grows across provider customer bases.
• Represent provider needs to influence product roadmaps, packaging, pricing, integration priorities, support requirements, and go-to-market investments.

Benefits

• A comprehensive suite of benefits supporting physical, financial, and emotional wellbeing.
• Career development programs supporting professional growth and career goals.
• Flexibility to manage work and personal needs.

What This Job Offers

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