Senior Solutions Engineer

Kaltura; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work environment

Health plan with zero employee premium

FSA and 401K with company match

Mobile phone plan & home internet

Job summary

Kaltura is seeking a Senior Presales/Solutions Engineer to drive AI-powered solutions and partner with Sales Reps to win deals. You will lead PoCs, write requirements specs, deliver value demos, and guide customers through complex technical designs.

You will travel about 25% regionally, teach colleagues and customers about our tech, and help shape AI governance, data flows, and integrations with client apps.

Qualifications

• Bachelor's degree in Computer Science or engineering or proven technical background.
• Minimum five years’ presales or similar experience in solutions selling/consulting.

Responsibilities

• Demo Kaltura products and articulate value propositions for different use cases.
• Lead presales, discovery, and design sessions with customers.
• Create requirements specifications and solution architecture documents for integrations.
• Train and support clients on product setup and use.
• Assist in RFIs, RFPs, and AI governance documentation.
• Run PoCs and AI pilots with defined success criteria.
• Travel ~25% within the region and to events.

Skills

Excellent communication

Sales ability

Solution selling

Presales

AI/LLMs knowledge

RAG

Prompt design

Teaching others

Education

Bachelor’s Degree in CS or engineering

Tools

Moodle

Canvas

Blackboard

Job description

This is a Senior Presales/Solutions Engineering role with a strong focus on AI-powered solutions. You will be partnering with Sales Reps/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!

You will help customers explore and adopt Kaltura’s AI capabilities, including AI assistants, avatars and agents, captioning, translation, and content creation.

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, 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 on-site 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, including AI governance, data flows, use of customer content for model training, AI providers, GDPR, and the EU AI Act
• Run PoCs and AI pilots with agreed success criteria (accuracy, adoption, and time saved), and build custom demos using AI tools and Kaltura’s APIs
• Willingness to travel approximately 25% within the region and to industry conferences and events

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
• Working knowledge of LLMs, RAG, prompt design, AI agents, and responsible AI, with hands-on experience using AI tools
• 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 an entrepreneurial mindset, with the ability to self-organize and thrive in a flexible, fast-paced environment

Education Industry Knowledge – Added Value

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

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

The annual base salary range provided for this position is a nationwide market range and represents a broad range of salaries for this role across the country. The actual salary for this position will be determined by a number of factors, including the scope, complexity and location of the role; the skills and experience of the candidate; and other conditions of employment.