Senior Customer Success Manager

Kaltura’s mission is to power any video experience for any organization. Kaltura is the video experience cloud, powering communication, collaboration, learning, and entertainment. Kaltura’s products are used by over 1,000 global enterprises, media companies, service providers, and educational institutions, engaging more than a hundred million viewers at home, at work, and at school. 

Our core values are openness, flexibility, and collaboration. We like to think of ourselves as a cool, fun, and talented group of professionals looking to create cutting-edge technology. Kaltura is a fast-paced environment where standards are high, and initiative is always encouraged. Kaltura has over 700 employees worldwide with offices in New York, London, Singapore, and Tel Aviv. We are growing rapidly and have many exciting open positions all over the world. We promote a flexible work environment that encourages work-life-balance, internal mobility and relocation, community involvement, LGBTQ rights, a refer-a-friend program, and a newly launched paternity leave policy. 

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

As part of a dedicated CSM team, you will be responsible for prospecting, qualifying, and closing new business with existing customers in the US.

 You will work with large enterprises as well as some medium-sized businesses, across multiple verticals, to grow their use of the Kaltura platform. You will work hand-in-hand with CSMs and be mindful of the customer's long-term success and expansion of Kaltura. (candidates local to our NYC office preferred, open to remote-based candidates as well)

The focus will be on expanding relationships and finding new use cases for the Kaltura video platform. You will create and maintain C-level client relationships with key stakeholders throughout a value-based sales process.

You will:

• Strategically identify, target, and develop new opportunities within existing enterprise customer accounts
• Manage a complex, enterprise solution sale with a 3-9 month sales cycle
• Work with clients on the value of expanding the use of video across their business
• Dynamically manage account assignments based on ability to expand
• Work with marketing on account-specific marketing campaigns
• Run outreach campaigns working with the support of business development reps
• Become a trusted adviser and foster strong relationships at both tactical and executive levels with customers.
• Be mindful of and be capable of articulating the positive business impact of Kaltura on the customer.
• Help customers maximize the use of video via a deep understanding of customers’ needs.
• Work with clients to establish critical goals, or other key performance indicators and aid the customer in achieving their goals.
• Communicate frequently with customers via business reviews, health calls, and onsite visits. 

Requirements

• 5+ years in an Enterprise proactive selling role
• BA/BS preferred or equivalent work experience with demonstrated proficiency
• Ability to travel approximately 33%
• Experience managing 25+ accounts.
• Consistently met the quota, closing over $500K ACV a year for multiple years.
• Experience managing pipeline, forecast, and executing sales process.
• Salesforce.com experience a plus.
• Experience in Enterprise technology is a plus.
• Executive level presence and communication skills.
• Self-motivated team player who has fresh ideas and thrives on team success.
• Self-starter who takes the initiative to get things done
• Track record of working with Fortune 500 companies