Strategic Account Exec

Description

This is us 

Kaltura’s (NYSE:KLTR) mission is to power any video experience for any organization – live, on-demand, or real-time. We not only want to make using video simpler, but we also want to better people’s lives through video. Founded in 2006, Kaltura is now a global leader in the video market with millions of people using our products daily to teach, learn, watch, connect, and collaborate. Among our customers, you’ll find more than 1000 global, well-known organizations.    

15+ years since starting the company, we continue to foster a diverse and collaborative work environment where everyone gets a say. Our team is currently 700+ people, and we’re still growing. We have offices in New York, London, Singapore, and Tel Aviv, but our technology is all in the cloud. 

Kaltura has a fast-paced environment where initiative is always encouraged. Together with our hybrid work model and flexible state of mind, you get the right conditions for creative juices to flow freely. Thanks to our long line of products, cultivation of rich collaborative culture and care for each Kalturian, you’ll never run out of room to grow and evolve.   

If you don't meet 100% of the requirements below - that's okay, nobody's perfect! We believe in hiring people, not just a list of skills. We encourage you to apply if you think this is a role that would make you excited about coming to work every day. 

Requirements

A leading role in our strategic Growth team, responsible for the growth and adoption of the Video Engagement Strategy at a select F500/f100 group of existing customers. Our team’s goal is to expand Kaltura’s business and strengthen our relationship within each account by maximizing video engagement and collaboration capabilities, internally and externally.  

Responsibilities: 

· End to end responsibility for several strategic customers, across industries and departments, assuring the various stakeholders’ business success with Kaltura products and services. 

· Main focus on identifying new Business Units and new stakeholders within each of the customer portfolio bases. Uncover opportunities to expand (up-sell) Kaltura’s footprint within existing customers across departments. 

· Build and maintain strong relationships with new stakeholders and clients. 

· Assure customer’s success with Kaltura’s product and services 

· Consult customers maximize the use of video via a deep understanding of customer’s needs, growth drivers and Kaltura’s products including adding complementing partner solutions. 

· Communicate frequently with customers via business reviews, health calls and onsite visits 

· Negotiate and close contract renewals retaining and growing revenue while assuring on time execution 

· Direct responsibility for account planning, business development processes, adoption, as well as for defining and executing specific go-to-market strategies. 

· Achieve and forecast financial and qualitative goals, by uncovering growth opportunities for Kaltura’s footprint within the customers, from lead thru commercial and contractual negotiations to closure. 

· Leverage the relationship with customers to identify any churn risks and satisfaction to ensure renewals 

· Advocate customer needs/issues cross-departmentally in a matrix role, where you will need to guide and get the support of a diverse team of internal professionals (Marketing, Product Management, Professional Services and Support) which are not directly reporting to you to meet the customer and Kaltura goals. 

Requirements: 

· A seasoned self-motivated, independent and highly proactive account executive  

· 5-10 years experience in expanding accounts within f500/100 organizations. 

· Relevant experience in enterprise sales within technology SaaS companies. 

· Working with large and complex, multi stakeholder environment, ensuring business and operational goals are met. Building and maintaining C level and executive relationships, serving as the prime focal point. 

· Experience building go to market strategy, working with C levels and executives – sales/ business consulting, with multiple stakeholders (business, IT) 

· Experience building pipelines within multiple accounts. 

· Demonstrated track record in reaching and exceeding quotas (quotative and qualitative) 

· Experience managing pipeline, forecast, and executing sales process. 

· Team player, flexible and moving towards mutual goals 

· Effective communication and presentation skills. Exceptional cross-functional leadership and collaboration skills 

· Ability to “zoom” in/out from big picture to the minutiae 

· Salesforce.com experience a plus. * This is not a managerial position