Account Manager

Kaltura; United States; Hybrid; USD 90,000 - 120,000; Full time

Benefits offered by this job

Hybrid, flexible work environment

Zero employee premium health plan

FSA and 401K with company match

Mobile plan and home internet reimbursement

Personal and professional development programs

Job summary

A leading video solutions provider is seeking an experienced Enterprise Account Manager to build and maintain client relationships across the US. In this role, you will manage enterprise accounts, driving adoption and retention of the video platform. The ideal candidate has over 5 years of experience in account management, strong communication skills, and the ability to travel. You'll enjoy a hybrid work environment and a comprehensive health plan from day one.

Qualifications

• 5+ years in an enterprise account management and/or selling role.
• Ability to travel up to approximately 33%.
• Experience managing 20+ accounts.

Responsibilities

• Develop new opportunities within existing enterprise customer accounts.
• Manage a complex solution sales with a 3-9 month sales cycle.
• Help customers maximize the use of video.

Skills

Enterprise account management

Client relationship skills

Communication skills

Sales process execution

Self-motivated team player

Education

BA/BS preferred or equivalent work experience

Tools

Salesforce.com

Job description

As part of a dedicated AM team, you will be the customers trusted advisor, responsible for building and maintaining key relationships, retaining clients and 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 Account Executives and be mindful of the customer's long-term success and expansion of Kaltura.

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

The day-to-day:

• Strategically identify, target, and develop new opportunities within existing enterprise customer accounts
• Manage a complex, enterprise solution sales 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 the ability to retain, adopt, and expand
• Become a trusted adviser and foster strong relationships at both tactical and executive levels.
• 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.

Ideally, we’re looking for:

• 5+ years in an Enterprise account management and/or selling role
• BA/BS preferred or equivalent work experience with demonstrated proficiency
• Ability to travel up to approximately 33% and as required
• Experience managing 20+ accounts.
• Consistently meet retention and organic growth quotas
• Experience managing pipeline, forecast, and executing sales process.
• Executive level presence and communication skills.
• Self-motivated team player who has fresh ideas and thrives on team success.
• Track record of working with Fortune 500 companies

These would also be nice:

• Experience in Enterprise technology
• Salesforce.com experience

The perks:

• Hybrid, flexible work environment
• Zero employee premium health plan, effective from day 1, plus dental and vision benefits
• FSA and 401K with company match
• Mobile plan and home internet reimbursement
• Personal and professional development programs
• An Equal Employment Opportunity Employer and an E-Verify participant