Account Executive - Cloud Service Provider (Chicago, IL)

Hewlett Packard Enterprise•Chicago, IL

2d•$231,000 - $543,000•Hybrid

About The Position

Hewlett Packard Enterprise is hiring a strategic CSP Account Executive for its global sales organization. The role owns and develops strategic accounts across global Cloud Service Providers, Managed Service Providers, telecommunications providers, and hosting partners. The Account Executive builds executive relationships and grows HPE’s presence in the cloud services ecosystem by using the HPE CloudOps portfolio—including HPE Morpheus, HPE OpsRamp, and HPE Zerto—to help providers develop, launch, and scale differentiated managed-service offerings across hybrid cloud environments. The position leads strategic account planning, new business development, complex sales execution, and collaboration with cross-functional teams. It connects HPE CloudOps capabilities to provider outcomes such as recurring services revenue, operating efficiency, faster service delivery, customer retention, resilience, and margin growth. The role also supports provider enablement and launch readiness, develops lighthouse customer wins, and tracks adoption, consumption, renewals, and expansion so booked business develops into durable recurring revenue. This is a hybrid role based in Chicago, Illinois, with an average requirement of two days per week in an HPE office. Global travel may be required. The listed annual combined base and target-level sales compensation range is USD 231,000–543,000 in Illinois, with a 60% base and 40% target-level sales compensation mix at 100% of sales plan.

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, as well as 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, 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 HPE CloudOps 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.
Ability to align provider executives and sellers, HPE account teams, distributors, GSIs, ISVs, and technology alliances around shared outcomes.
Strong business and financial acumen, including the ability to build 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 ability to influence without authority and mobilize a matrixed global organization.

Nice To Haves

Advanced degree or industry certifications.
At least 5 years of experience 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 a 12–24 month growth plan, stakeholder map, whitespace analysis, competitive strategy, opportunity roadmap, 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 value-based 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-selling, marketing programs, direct pursuits, and partner ecosystem leverage.
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 validate offers, provide referenceable outcomes, increase provider confidence, and support market replication.
Maintain forecast and pipeline governance using HPE CRM and inspection processes, MEDDPICC qualification, documented next steps, risk management, and executive escalation when needed.
Track adoption, consumption, renewal, and expansion so booked business becomes recurring revenue and grows across provider customer bases.
Represent provider feedback to influence product roadmap, packaging, pricing, integration priorities, support requirements, and go-to-market investments.