Account Executive (Cloud Service Providers)

Join HPE CloudOps as a strategic Account Executive focused on building and growing business with leading global Cloud Service Providers (CSPs), Managed Service Providers (MSPs), telecommunications providers, and hosting partners. You will own a named portfolio of strategic providers and lead the full relationship across executive alignment, joint business planning, service creation, commercial execution, pipeline development, launch, adoption, and expansion. This role requires a deep understanding of how providers create, launch, sell, and operate recurring managed services.

Responsibilities

• Développer et exécuter des plans d'affaires conjoints avec des fournisseurs stratégiques, en établissant des objectifs de revenus partagés et des priorités de solution.
• Générer et convertir des opportunités commerciales en collaborant avec les équipes de vente des fournisseurs, en menant des campagnes de co-marketing et en poursuivant directement les clients.
• Diriger l'exécution des ventes de bout en bout, de la prospection proactive à la qualification basée sur la valeur, en passant par l'alignement des solutions, le développement des cas d'affaires, la négociation et la conclusion.
• 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
• Ability and willingness to travel globally as required to support executive engagement, joint planning, launches, and strategic pursuits
• Proven experience creating a new business or service with a strategic partner, including joint planning, commercial modeling, enablement, launch, pipeline development, and scale
• Working knowledge of MEDDPICC, Challenger, or a comparable enterprise sales methodology, together with strong CRM, forecasting, and inspection discipline
• Deep understanding of CSP and MSP business models, including managed-services economics, recurring revenue, service catalogs, consumption, attach, channels, and downstream customer acquisition
• High level of sales discipline and operational rigor, including accurate forecasting, pipeline hygiene, opportunity qualification, mutual action planning, and executive deal inspection
• Experience managing long, complex sales cycles and coordinating global and regional teams across technical presales, services, customer success, finance, legal, product, and marketing
• Strong knowledge of hybrid cloud operations, cloud management, observability, AIOps, automation, FinOps, data protection, disaster recovery, cyber resilience, and IT service management

Requirements

• Demonstrated success achieving or exceeding significant annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud, infrastructure, or managed-services environments
• Strong business and financial acumen, including the ability to build provider business cases, revenue models, investment plans, pricing strategies, and margin-based value propositions
• 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
• Established ability to engage senior executives and lead consultative, outcome-based conversations across business, product, sales, operations, and technology stakeholders
• Collaborative leadership and influence without authority, with the ability to mobilize a matrixed global organization while maintaining clear accountability and urgency
• Fluency in English and the local language is required
• 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
• Bachelor’s degree or equivalent relevant experience required; an advanced degree or industry certifications are a plus
• Expertise in strategic account planning and executive selling, including stakeholder mapping, value articulation, commercial negotiation, governance, and multi-year relationship development
• Excellent communication, storytelling, and presentation skills, with the ability to translate complex technical concepts into provider economics and business outcomes
• 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