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

Account Executive - Cloud Service Provider

This role has been designated as 'Remote/Teleworker', which means you will primarily work from home.

Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today's complex world. Our culture thrives on finding new and better ways to accelerate what's next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE.

Job Description

HPE CloudOps is seeking a highly accomplished and strategic CSP Account Executive to drive business growth and build lasting partnerships with leading global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecommunications providers, and hosting partners. As a key member of our global sales organization, you will own and develop a portfolio of strategic provider accounts, cultivate executive-level relationships, and identify opportunities to expand HPE's presence across the cloud services ecosystem. This highly visible role is ideal for an experienced technology sales professional who combines strong business acumen, consultative selling expertise, and a proven ability to develop strategic partnerships that deliver measurable business value and long-term growth.

In this role, you will leverage HPE's innovative CloudOps portfolio, including HPE Morpheus, HPE OpsRamp, and HPE Zerto, to help service providers develop, launch, and scale differentiated managed-service offerings across hybrid cloud environments. You will lead strategic account planning, drive new business development, and collaborate with cross-functional teams to bring compelling solutions to market. From identifying emerging opportunities and engaging senior executives to navigating complex sales cycles and expanding existing partnerships, you will play a pivotal role in helping providers accelerate innovation, enhance operational efficiency, and create sustainable recurring revenue opportunities.

Responsibilities

• Own the end-to-end account strategy for assigned providers, including a 1224 month growth plan, stakeholder map, whitespace analysis, competitive strategy, opportunity roadmap, and investment priorities.
• Develop and govern joint business plans with clear executive sponsors, revenue goals, service-launch milestones, enablement commitments, lighthouse targets, and quarterly business reviews.
• Lead full-cycle sales execution from proactive prospecting and value-based qualification through solution alignment, business case development, negotiation, contracting, booking, adoption, and expansion.
• Create repeatable provider offers that integrate HPE Morpheus for hybrid cloud management, HPE OpsRamp for observability and AIOps, and HPE Zerto for cyber resilience and disaster recovery.
• Engage and influence C-level stakeholders by connecting HPE CloudOps capabilities to provider outcomes such as new recurring services revenue, operating efficiency, faster service delivery, customer retention, resilience, and margin expansion.
• Build and maintain qualified pipeline coverage through provider-sourced demand, co-sell motions, marketing programs, direct pursuits, and partner ecosystem leverage.
• Orchestrate global and regional resources across sales, presales, product, marketing, services, customer success, finance, legal, and channel teams to deliver a consistent account strategy.
• Drive provider enablement and launch readiness including seller training, technical certification, packaged demonstrations, service blueprints, pricing, support models, and field activation.
• Establish lighthouse customer wins that validate the offer, create referenceable outcomes, accelerate provider confidence, and support broader market replication.
• Maintain rigorous forecast and pipeline governance using HPE CRM and inspection processes, MEDDPICC qualification, documented next steps, risk management, and executive escalation when required.
• Track adoption, consumption, renewal, and expansion to ensure that booked business becomes durable recurring revenue and grows across the provider's customer base.
• Represent the voice of the provider to influence product roadmap, packaging, pricing, integration priorities, support requirements, and go-to-market investments.

Education and Experience Required

• Bachelor's degree or equivalent relevant experience required; an advanced degree or industry certifications are a plus.
• 10+ years of enterprise technology sales or business-development experience, with at least 5 years selling to or through CSPs, MSPs, telecommunications providers, hosting providers, or strategic channel partners preferred.
• 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.
• Established 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 across technical presales, services, customer success, finance, legal, product, and marketing.
• Working knowledge of MEDDPICC, Challenger, or a comparable enterprise sales methodology, together with strong CRM, forecasting, and inspection discipline.
• Ability and willingness to travel globally as required to support executive engagement, joint planning, launches, and strategic pursuits.

Knowledge and Skills

• 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 one integrated platform strategy, while understanding where Morpheus, OpsRamp, and Zerto create distinct and combined provider value.
• 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, with the ability to align provider executives, provider 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, with the ability to translate complex technical concepts into provider economics and business outcomes.
• High level of 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 the initiative to create structure, offers, routes to market, and pipeline where the motion is not yet fully established.
• Collaborative leadership and influence without authority, with the ability to mobilize a matrixed global organization while maintaining clear accountability and urgency.

HPE is committed to creating an inclusive and accessible workplace and encourages applications from all qualified individuals, including those with disabilities. If you believe you require accommodation during any stage of the application or interview process, please submit your request by completing our secure form linked here.

What We Can Offer You:

Health & Wellbeing: We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development: We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion: We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good.