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 in an HPE office, and suits a senior seller who understands how providers create, launch, sell and operate recurring managed services. You will own a named portfolio of strategic providers and lead the full relationship, from executive alignment and joint business planning to launch, adoption and expansion.

Key responsibilities

• Own a portfolio of strategic CSP and MSP accounts, including roughly 4-8 Tier 1 providers and selected Tier 2 growth accounts.
• Create and run joint business plans with revenue targets, solution priorities, investment commitments, enablement needs and routes to market.
• 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 within the provider's installed base.
• Lead complex commercial engagements and represent HPE CloudOps with senior provider executives.
• Drive provider enablement, including seller training, technical certification, demonstrations, service blueprints and pricing.
• Maintain forecast and pipeline governance using HPE CRM and MEDDPICC, and track adoption, consumption, renewals and expansion.
• Influence product roadmap, packaging, pricing and go-to-market investments, and coordinate global and regional teams.

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 success hitting annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud or managed-services sales.
• Experience building a new business or service 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 inspection discipline.
• Understanding of CSP and MSP business models, hybrid cloud, observability, AIOps, FinOps, data protection and disaster recovery.

What we offer

• Health and wellbeing benefits for employees and their loved ones.
• Personal and professional development programmes.