Account Executive - Cloud Service Providers (Hybrid)

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), telecommunications providers and hosting partners. The role is hybrid, with about two days per week working from an HPE office in Wallisellen. 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 development, launch, adoption and expansion.

Key responsibilities

• Own a portfolio of strategic CSP and MSP accounts, including around 4-8 Tier 1 providers and selected Tier 2 growth accounts.
• Create and run joint business plans with shared revenue targets, solution priorities, investment commitments, enablement requirements 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, direct pursuits and expansion.
• Lead complex commercial engagements and represent HPE CloudOps with senior provider executives.
• Drive provider enablement, including seller training, technical certification, demonstrations, service blueprints, pricing and support models.
• Maintain forecast and pipeline governance using HPE CRM and MEDDPICC qualification, and track adoption, consumption, renewals and expansion.
• Influence product roadmap, packaging, pricing and go-to-market investments.

Required profile

• Bachelor's degree or equivalent experience; advanced degree or certifications are a plus.
• 10+ years of enterprise technology sales or business development, with at least 5 years selling to or through CSPs, MSPs, telecom providers, hosting providers or strategic channel partners preferred.
• Proven track record of achieving or exceeding annual quotas in complex, multi-stakeholder software, SaaS, hybrid cloud, infrastructure or managed-services environments.
• Experience building a new business or service with a strategic partner, from joint planning and commercial modelling to launch and scale.
• Ability to engage senior executives and lead consultative, outcome-based conversations.