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

Hewlett Packard Enterprise•San Jose, CA

2d•$263,000 - $543,000•Remote

About The Position

HPE CloudOps is seeking a strategic CSP Account Executive to grow and manage partnerships with global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecommunications providers, and hosting partners. The role owns a portfolio of strategic provider accounts, develops 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 develop, launch, and scale managed-service offerings across hybrid cloud environments. The position leads strategic account planning, new business development, and cross-functional collaboration to bring solutions to market, support provider innovation and operational efficiency, and create recurring revenue opportunities. It is designated Remote/Teleworker, with the employee primarily working from home. Global travel may be required.

Requirements

Bachelor’s degree or equivalent relevant experience.
At least 10 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 across business, product, sales, operations, and technology stakeholders.
Experience managing long, complex sales cycles and coordinating global and regional 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, 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 HPE CloudOps products 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 account teams, distributors, GSIs, ISVs, and technology alliances around shared outcomes.
Strong business and financial acumen, including 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 complex technical concepts into provider economics and business outcomes.
High sales discipline and operational rigor, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection.
Builder mindset and comfort with ambiguity, with initiative to create structure, offers, routes to market, and pipeline where the motion is not yet established.
Collaborative leadership and influence without authority, with ability to mobilize a matrixed global organization while maintaining accountability and urgency.

Nice To Haves

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

Responsibilities

Own end-to-end account strategies for assigned providers, including growth plans, stakeholder maps, whitespace analysis, competitive strategies, 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-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 provider 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 so booked business becomes durable recurring revenue and grows across provider customer bases.
Represent provider perspectives to influence product roadmaps, packaging, pricing, integrations, support requirements, and go-to-market investments.