Civilian Enterprise Account Manager – vFabric – VMware’s DC Metro

Posted on February 17, 2011. Filed under: Account Management, Sales, VMware, Washington DC |

Interested? Forward your resume to khollenshead (at) vmware (dot) com.

VMware, Inc., (NYSE: VMW) the leader in Java application infrastructure and management, provides a complete suite of software products that accelerate the entire build, run, manage enterprise Java application lifecycle. SpringSource employs the open source leaders who created and drive innovation for Spring, the de facto standard programming model for enterprise Java applications. SpringSource also employs the Java and Web thought leaders within the Apache Tomcat, Apache HTTP Server, Hyperic, Groovy and Grails open source communities. Nearly half of the Global 2000, including many world’s leading retail, financial services, manufacturing, healthcare, technology and public sector clients are SpringSource customers. For more information visit:

Location: DC Metro

The vFabric Enterprise Account Manager will work closely with the Senior Account Managers and Global Account Managers within VMware that look after the profiled and selected Named Agencies and Programs. The Enterprise Account Manager will have the Civilian space to focus on. This role demands a high level of maturity, agility and savviness. The person will need to often operate as an embedded sales specialist within a larger account sales strategy but equally often will be expected to find, lead and drive new engagements in advanced projects with VMware’s largest target customers. Areas of focus will include Java software development teams, business critical application servers, application and operations monitoring; as well as large companies pursuing new cloud infrastructure deployment, services and business models. These projects will include a hybrid combination of open source and proprietary technologies (VMware/IBM/BeA/Oracle/HP/CA/BMC).

The core mission of the Enterprise Account Manager (EAM) is to grow revenue and bookings, where the bookings will come primarily from either developing new vFabric revenue streams in existing large VMWare accounts, or by opening up new Global1000 accounts in the assigned territory (collectively known as “Named Accounts”). The bookings will consist of customers paying for yearly subscriptions to the commercial version of our products and for training and consulting. Specialized vFabric consulting and pre-sales Architect resources will be used as a tool by the EAM to develop technical credibility and trust within these target accounts in order to develop and nurture important projects leading to significant business transactions.

Unlike Territory Managers (who’s goals are to achieve their revenue objectives in a transactional environment which involves maintaining a large pipeline and driving a high volume of small, medium and occasionally large deals across many customers in their territory), the Enterprise Account Manager will be expected to develop fewer but larger transactions that will likely be preceded by smaller proof-of-concept type engagements. Like the Territory Manager, the Enterprise Account Manager will be measured on monthly, quarterly and yearly bookings attainment. However, and in addition to this, the Enterprise Account Manager will have a full mid-year (i.e. 6 month) review to assess progress of his/her business plan and goals against the targeted hi-potential Named Accounts.

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