Job Description
Senior Strategic SaaS Sales (Observability, AIOps, ITOM)
HPE OpsRamp is seeking high-performing, enterprise sales professionals with a proven record in SaaS-based Observability, AIOps, and IT Operations Management (ITOM). This role is ideal for a strategic seller who thrives in complex, value-driven environments and wants to drive impact at the intersection of AI, automation, and hybrid IT.
As a critical member of the OpsRamp go-to-market team, you will lead major pursuits and serve as a trusted advisor to clients, helping them transform IT operations through an integrated platform of intelligent monitoring, event correlation, service mapping, and automation.
In this role, you will:
- Partner with Account Executives to drive strategic pursuits, managing multi-stakeholder sales cycles with CIOs, VPs of Infrastructure, and IT Operations leaders across enterprise accounts.
- Evangelize the OpsRamp platform, showcasing how our differentiated capabilities in service-centric observability and AI-driven incident response deliver measurable business value.
- Own top-of-funnel strategy and executionproactively generating pipeline, qualifying high-impact opportunities, and navigating technical discovery and business case development.
- Align to high-potential enterprise segments, including named accounts, vertical industry territories, and competitive displacement opportunities where OpsRamp delivers clear differentiation.
What success looks like:
You're an expert in value-based selling, skilled at mapping technical capabilities to business outcomes, and capable of leading conversations from the server room to the boardroom. You bring an entrepreneurial mindset, a collaborative approach, and the urgency to win in a highly competitive market.
This role requires advanced expertise in complex, consultative technology sales and a deep understanding of the Observability, AIOps, and IT Operations Management landscape. As a senior sales leader and subject matter expert, you will routinely navigate multi-dimensional business challenges, influence cross-functional initiatives, and help shape go-to-market strategy and execution.
You will provide thought leadership and mentorship across the organizationguiding deal strategy, championing customer value realization, and driving best practices in enterprise selling. You will be empowered to operate with autonomy and make strategic decisions that directly impact revenue growth, competitive positioning, and customer success.
This role frequently represents HPE OpsRamp in front of senior customer executives and industry stakeholders and requires sound judgment, high emotional intelligence, and a passion for driving innovation in digital operations.
Key responsibilities:
- Own and drive full-cycle enterprise sales for the HPE OpsRamp platform, including proactive pipeline generation, value-based qualification, and consultative deal execution.
- Engage and influence C-level stakeholders (CIO, VP of IT Ops, Head of Infrastructure) by mapping technical capabilities to strategic business outcomes and operational KPIs.
- Leverage deep domain expertise to identify and pursue new revenue opportunities, expand existing customer footprints, and differentiate HPE OpsRamp in competitive situations.
- Collaborate with Account Executives to develop and execute comprehensive account strategies within key enterprise segments, named accounts, and strategic verticals.
- Stay ahead of competitive trends, emerging technologies, and enterprise IT transformation drivers to position the OpsRamp platform effectively across hybrid cloud and multi-vendor environments.
- Support the development of territory and product strategy, influencing pipeline targets, quota achievement, and GTM execution based on customer insights and market conditions.
- Build strategic partner relationships with key GSIs, MSPs, and channel partners to extend reach and deliver holistic solutions.
- Drive services-led selling motions where needed to support platform adoption, time-to-value acceleration, and high-value renewals.
- Act as a senior subject matter expert, contributing to continuous improvement of sales processes, playbooks, enablement efforts, and peer mentorship across the team.
- Champion the customer's voice, ensuring alignment between the platform's capabilities and the evolving needs of enterprise IT operations teams.
Education and experience required:
- Bachelor's degree required; advanced degrees or relevant technical certifications are a plus.
- 812 years of enterprise software sales experience, with at least 3 years focused on SaaS-based Observability, AIOps, or IT Operations Management (ITOM) solutions.
- Demonstrated success achieving or exceeding $1M+ annual quotas in complex, multi-stakeholder enterprise sales environments.
- Proven ability to engage executive-level stakeholders (CIO, VP of Infrastructure, Head of IT Ops) in consultative, outcome-based selling.
- Experience managing long sales cycles and orchestrating cross-functional teams across sales, technical pre-sales, services, and partners.
- Familiarity with MEDDICC, Challenger, or similar enterprise sales methodologies.
- Project or program management experience is highly desirable.
Knowledge and skills:
- Recognized as a subject matter expert in SaaS-based IT operations solutions, with deep knowledge of the observability, monitoring, and AIOps competitive landscape (e.g., ServiceNow, Splunk, Datadog, Dynatrace, LogicMonitor, etc.).
- Strong understanding of hybrid and multi-cloud environments, service-centric operations, and the evolution of IT operations from reactive to proactive to autonomous.
- Adept at value-based selling, connecting product capabilities to operational outcomes such as MTTR reduction, cost optimization, and service reliability.
- Expert in executive engagement, able to build trust and credibility with senior IT and business decision-makers through insight-led conversations.
- Proficient in account planning, forecasting, and opportunity qualification using modern CRM and sales enablement tools (Salesforce, Clari, Gong, etc.).
- Experienced in aligning partner ecosystems (GSIs, MSPs, VARs) to co-sell and deliver integrated customer outcomes.
- Strong cross-functional collaboration skills to work across marketing, product, customer success, and engineering teams to influence pipeline and roadmap.
- Maintains up-to-date knowledge of ITOM trends, AI/ML advancements in operations, automation frameworks, and digital transformation drivers across verticals.
- Strong communication, storytelling, and presentation skillsable to articulate complex technical concepts in business terms.
- High level of sales discipline, pipeline hygiene, and deal inspection rigor.
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