Account Executive - Cloud Service Provider (Boston, MA)

Account Executive - Cloud Service Provider (Boston, MA)
This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home.
Who We Are:
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 12–24 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.
8+ years of enterprise technology sales or business-development experience, with at least 3 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