Account Executive

Account Executive

This role has been designed as ‘Hybrid’ with an expectation that you will work on average 2 days per week from an HPE office.

Job Description:

As a key part of the HPE strategy, the Hybrid Cloud Ops Software business integrates leading solutions like Ops Ramp, Morpheus, VM Essentials, and Zerto to deliver intelligent, AI-driven operations from edge to cloud. Serving enterprises and service providers, HPE simplifies complexity, accelerates modernization, and delivers measurable results—placing team members at the forefront of innovation in hybrid cloud. 

 

Job Description: 

 

The CloudOps sales Specialist is responsible for working with the HPE sales teams and customers to  drive long-term sales growth by identifying, developing, and managing opportunities within a geographic area. This role combines deep industry expertise, strategic relationship management, and solution-oriented selling to expand the company’s market share and strengthen its position as a trusted partner to key clients for Hybrid Cloud Management, AI Operations, Observability, Automation, Hypervisor and Kubernetes capability. 

 

 

Responsibilities:  

• Develops long term sales pipeline to increase the company's market share in specialized area. 
• Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area. 
• Provide support to the Account managers. 
• Set direction for business development and solution replication. 
• Creates and grows reference customers. 
• Sell complex products or solutions to customers on a partnership basis. 
• May act as a dedicated resource to a few strategic accounts. 
• Services specialists may also be responsible for selling small outsourcing deals. 
• For Services Consultants: Focus on growing contractual renewals for large accounts with more complexity, to higher- total contract-value renewals. 
• Establish a professional, working, and consultative, relationship with the client, including the C- level for mid-to-large accounts by developing a core understanding of the unique business needs of the client within their industry. 
• Maintain and use overall cross-portfolio knowledge to support account leads with integration of solutions. 
• Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities. 
• Maintains expertise on IT at all levels - new applications, maintenance, typical budgets of the CIO's, typical objectives, measures, metrics. 
• Maintains broad market and competitor knowledge to ensure credibility with Customer Executives. 

 

Education and Experience Required:  

• University or Bachelor's degree; Advanced University or MBA preferred. 
• Directly related previous work experience. 
• Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface. 
• Prior selling experience includes multiple, diverse set of selling responsibilities. 
• Viewed as expert in given field by company and customer. 
• Considered a mentor of selling strategy, including designing strategy. 
• Typically 12+ years of related sales experience. 
• Project management skills required. 
• Experience of selling VMware or other Hypervisors required, Public cloud a benefit 
• Experience of selling Monitoring and observability solutions desirable  

 

 

 

Knowledge and Skills:  

 

Market and Product Expertise 

• Demonstrates mastery of the company’s products, solutions, and services, as well as competitors’ offerings, to effectively position and sell large, complex solutions. 
• Maintains deep understanding of key competitors’ strengths and weaknesses and leverages this insight to create competitive advantage within accounts. 
• Stays current on industry trends, emerging technologies, and partner/ISV solutions to anticipate client needs and market shifts. 

Client and Business Understanding 

• Possesses in-depth knowledge of the client’s business, organizational structure, decision-making processes, and financial models. 
• Understands the client’s IT infrastructure, architecture, and operational environment to tailor solutions effectively. 
• Aligns client business needs with company solutions through consultative, value-based selling and business development expertise. 

Sales Strategy and Execution 

• Demonstrates leadership and initiative in driving a full portfolio of software and service solutions to meet customer requirements. 
• Leads the end-to-end sales cycle, including prospecting, solution development, negotiation, and deal closure. 
• Balances strategic and tactical priorities to optimize account coverage and deliver consistent, predictable revenue growth. 
• Develops and executes comprehensive account plans in collaboration with account teams to identify and drive incremental revenue opportunities. 
• Builds strong business cases that clearly articulate the value and ROI of proposed strategies and solutions. 
• Expertise in Salesforce (or other CRM) for accurate forecasting, pipeline management, and sales reporting. 

Relationship Management and Leadership 

• Engages effectively at the C-suite level to present strategic value propositions and build trusted advisor relationships. 
• Demonstrates exceptional partner engagement skills, collaborating with key partners to drive joint business development and additional revenue opportunities. 
• Works collaboratively across internal teams and external stakeholders to deliver cohesive, customer-focused solutions. 
• Exhibits strong project oversight and leadership capabilities to ensure successful delivery and customer satisfaction. 

Portfolio and Services Integration 

• Understands and promotes the full portfolio of software, hardware, and service offerings as part of an integrated customer solution. 
• Leverages the company’s end-to-end portfolio to reshape competitive dynamics and establish long-term strategic partnerships. 

Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more}

Health & Wellbeing

We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing.

Personal & Professional Development

We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division.

Unconditional Inclusion

We are unconditionally inclusive in the way we work and celebrate individual uniqueness. 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.

Job:

Sales

Job Level:

Expert

    

Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities.

HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories.