Account Executive - Cloud Service Providers

Overview

In this hybrid role, you will drive strategic growth with top Cloud Service Providers and partners by turning HPE CloudOps capabilities into scalable, recurring services. You’ll own and grow a portfolio across CSPs/MSPs, shaping joint business plans, and leading cross-functional collaboration to launch and expand provider-led offerings. You’ll work with senior executives to secure multi-year growth, influence product and go-to-market decisions, and deliver measurable bookings and ARR. This is about building a durable, provider-centric services portfolio at scale.

Pay / Benefits

• Health & wellbeing benefits
• Career development programs
• Inclusive and flexible culture

Responsibilities

• Own a named CSP/MSP portfolio and 12–24 month growth plan, stakeholder mapping, whitespace analysis, and investment priorities
• Create and govern joint business plans with executive sponsors and defined milestones
• Lead full-cycle sales from prospecting to adoption and expansion with a value-based approach
• Develop repeatable provider offers by packaging Morpheus, OpsRamp, and Zerto as integrated services
• Generate and convert pipeline through provider-sourced demand, co-sell motions, campaigns, and lighthouse customers
• Coordinate global and regional resources to deliver a consistent account strategy
• Drive provider enablement, training, and launch readiness including pricing and support models
• Establish lighthouse customers to validate offers and accelerate adoption
• Maintain forecast discipline and rigorous pipeline governance using CRM and MEDDPICC
• Track adoption, renewal, and expansion to grow durable recurring revenue across the provider base
• Represent provider needs to influence product roadmap, pricing, and go-to-market investments

Key requirements

• Bachelor’s degree or equivalent experience
• 10+ years in enterprise technology sales or business development
• 5+ years selling to CSPs, MSPs, telecoms, or hosting providers
• Proven success in complex, multi-stakeholder software/SaaS/hybrid cloud sales with quotas
• Experience building new business or services with strategic partners (joint planning, enablement, launch, pipeline)
• Ability to engage senior executives and lead advisory conversations across business and tech stakeholders
• Experience managing long, complex sales cycles with global/regional teams
• Knowledge of MEDDPICC or similar enterprise sales methodologies; strong CRM, forecasting, and inspection discipline
• Willingness to travel globally
• Strong understanding of CSP/MSP business models and recurring revenue models
• Executive presence
• Strategic thinking
• Collaborative leadership
• Deep CSP/MSP domain knowledge (recurring revenue, service catalogs, consumption, attach)
• Hybrid cloud operations, cloud management, observability, AIOps, automation
• FinOps, data protection, disaster recovery, cyber resilience

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