Account Executive - Cloud Service Providers

About the role

HPE CloudOps is looking for a senior Account Executive to build and grow business with leading global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecom providers and hosting partners. The role is hybrid, with about two days per week working from an HPE office. You will own a named portfolio of strategic providers and lead the full relationship, from executive alignment and joint business planning to service creation, commercial execution, pipeline, launch, adoption and expansion.

Key responsibilities

• Own a portfolio of 4-8 Tier 1 CSP/MSP accounts and selected Tier 2 growth accounts, and run a 12-24 month growth plan for each.
• Create and run joint business plans with revenue targets, service priorities, enablement and governance.
• Build provider-led managed services by packaging HPE Morpheus, HPE OpsRamp and HPE Zerto into repeatable, priced offerings.
• Generate and convert pipeline through provider sellers, co-marketing, lighthouse customers and expansion.
• Lead complex commercial engagements and represent HPE with senior provider executives.
• Drive provider enablement, training, certification, demonstrations, pricing and support models.
• Maintain forecast and pipeline governance using HPE CRM and MEDDPICC, and track adoption, renewals and expansion.

Required profile

• Bachelor's degree or equivalent experience; advanced degree or certifications a plus.
• 10+ years of enterprise technology sales or business development, with at least 5 years selling to or through CSPs, MSPs, telecom or hosting providers preferred.
• Proven track record of exceeding annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud or managed-services sales.
• Experience building a new business with a strategic partner and engaging C-level executives.
• Fluency in English and the local language; willingness to travel globally.

Required skills

• Working knowledge of MEDDPICC, Challenger or a comparable enterprise sales methodology.
• Strong CRM, forecasting and pipeline discipline.
• Understanding of CSP/MSP business models, hybrid cloud, observability, AIOps, FinOps, data protection and disaster recovery.

What we offer

• Health and wellbeing benefits.
• Personal and professional development programmes.