Senior Enterprise Sales Engineer

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. 

The Role: 

This is a classic Senior Presales/Solutions Engineering role, partnering with our Enterprise Sales organization to drive new business. This is a great opportunity for someone to work with amazing cutting-edge video tech, working directly with Fortune 1000 customers.

The individuals who succeed in this role tend to be those who love to teach. This includes educating customers, fellow SEs and the sales team. Great SEs take complex concepts and make them simple, and that is exactly what is needed here. 

What will I be doing on average days? 

• Become the “trusted advisor” to our clients while bridging the gap between the Business and Product/R&D 
• Showcasing Kaltura products and speaking intelligently to our very differentiated value propositions
• Lead technical presales, discovery, and design sessions with customers, detailing high level design plans to the Kaltura team 
• Driving a solution that solves our customers business problems, as well as highlights its value for our customers and prospects
• Assist in the response to RFIs, RFPs and Security Documents alongside our internal RFP team
• Run Proof-of-Concept (PoC) client engagements 
• Occasionally travel to industry conferences
• Travel within region approximately ~ 5-10% 

Do I have the necessary skills & experience? 

• Fluent or native English speaker who is a highly articulate spoken and written communicator 
• Other languages: Spanish is a bonus
• Strong internal and external client service orientation, interpersonal and communication skills 
• A natural sales ability who loves presenting and “wowing” customers with amazing value proposition demos 
• A strong understanding of solution selling and presales, including discovery and requirements specification gathering skills 
• Broad and deep technical knowledge and the ability to quickly master new technologies 
• Bachelor’s Degree in Computer Science or other engineering discipline (or proven technical background) 
• Minimum five years’ presales or similar experience in solutions selling / consulting 
• A high degree of initiative and a commercial, entrepreneurial mindset, and happy responding to change 
• A true team player, open communicator, and collaborator (as opposed to a lone maverick) 
• Virtual Event and/or Marketing business knowledge preferred
• Large enterprise industry knowledge and expertise, including technical and security challenges 

We want you because we want the best people… 

We’re searching to meet candidates with varied backgrounds - our view is the more inclusive we are, and the more diverse our workforce, the better our work will be. We want to build teams which represent a variety of people, backgrounds, experiences, perspectives, and skills, and we recognize talent based on merit and potential. We understand some people may not apply for jobs unless they tick every box. If you're excited about joining us and think you have much of what we're looking for, even if you're not 100% sure you fit the bill… we'd love to hear from you! So don’t be shy to apply!! 

 Salary base: $90,000 - $140,000

The perks:

1. Hybrid, flexible work environment   
2. Zero employee premium health plan, effective from day 1, plus dental and vision benefits  
3. FSA and 401K with company match  
4. Mobile plan and home internet reimbursement   
5. Personal and professional development programs  
6. Occasional Cross company long weekends   
7. An Equal Employment Opportunity Employer and an E-Verify participant