Senior Solutions Engineer

Kaltura; New York (NY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid, flexible work environment

Zero employee premium health plan, day

FSA and 401K with company match

Mobile plan and home internet reassbur

Personal and professional development

Occasional Cross company long weekends

An Equal Employment Opportunity and an

Job summary

Kaltura in the United States is seeking a Senior Presales/Solutions Engineer who partners with Sales and CSM to win deals, respond to RFPs, run PoCs, write requirements, and deliver compelling demos tailored to each use case.

You will act as a technical Swiss Army Knife, teaching peers and customers, and helping close high-stakes deals while traveling regionally up to 25%. This role suits someone who loves to teach and win with great storytelling.

Qualifications

• Bachelor's degree in Computer Science or engineering.
• Minimum five years presales or similar experience in solutions selling/consulting.
• Strong communication and presentation skills with a technical bend.

Responsibilities

• Become the trusted advisor bridging Business and Product/R&D.
• Demo Kaltura products and tailor value propositions for different use cases.
• Present to audiences of one to 20 people, onsite with partner salespeople.
• Lead technical presales, discovery, and design sessions with customers.
• Create requirement specifications and solution architecture documents.
• Train and support clients on setup and use of our products.
• Assist in RFIs, RFPs and security documents; run PoC engagements.
• Travel to industry conferences to present and staff the booth; travel approx. 25%.

Skills

Excellent communication

Sales presentation

Solution selling

Technical knowledge

Initiative

Entrepreneurial mindset

Team collaboration

Education

Bachelor's Degree in Computer Science or engineering

Job 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.

The Role

This is a classic Senior Presales/Solutions Engineering role: you will be partnering with the Sales Rep / CSM to win new deals and upsells, answering RFPs, running PoCs, writing requirements specs, delivering value proposition demos that wow the audience, performing discovery sessions, and basically acting as the technical Swiss Army Knife to the business (as SEs always do).

This is a great job for an SE who wants to work with amazing cutting-edge video tech, who loves a great story to be able to tell customers, who likes to work as part of a team (and not just as a lone SE) - and crucially - who loves to win deals!

The type of people who succeed in this role tend to be those who love to teach, including teaching other SEs, teaching your sales colleagues, and teaching the customer about our tech. Great teachers take complex concepts and make them simple, and that is exactly what is needed here.

The day-to-day:

• Become the "trusted advisor" to the clients while bridging the gap between the Business and Product/R&D
• Demo Kaltura products and speak intelligently to our very different value propositions for different use cases
• Present to audiences of one to 20 people often onsite with partner salespeople to help close high-stakes deals
• Lead technical presales, discovery, and design sessions with customers, detailing high level design plans to the Kaltura team
• Create Requirement Specification and Solution Architecture Documents for integrations with clients' 3rd party applications
• Train and support clients on the setup and use of our products
• Assist in the response to RFIs, RFPs and Security Documents
• Run Proof-of-Concept (PoC) client engagements
• Travel to industry conferences for presenting and manning the booth
• Travel within region approximately 25%

Ideally, we're looking for:

• Excellent written and verbal communication skills, with strong customer-facing interpersonal skills.
• A natural sales ability who loves presenting and "wowing" customers with amazing value proposition demos
• A strong understanding of solution selling and presales, incl. 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 start-up mentality and the ability to self-organize and work in a flexible environment

Education Industry knowledge and expertise in the following areas:

• Internal - who are the main players in educational institutions and how do such people operate tech
• Technology - experience with the main LMS, e.g. Moodle, Canvas, Blackboard
• Pedagogy - how knowledge and interactions take place in an educational context

The perks:

USA

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