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Sales Engineer NA at Kaltura
New York City, NY, US

Kaltura provides live and on-demand video SaaS solutions to thousands of organizations around the world with the mission to power any video experience. We serve over 15 billion streams a year, engaging close to 1 billion viewers at home, at work, and at school.

A dominant leader in the OTT TV (Over-the-top TV), OVP (Online Video Platform), EVP (Education Video Platform) and EVP (Enterprise Video Platform) markets, we provide the world's fastest growing Video Platform. Our customers include major service providers and media companies such as Vodafone, Deutsche Telekom, and Viacom, leading enterprises such as MetLife, Intel, SAP, Bank of America, and hundreds of global educational institutions, including 15 of the top 20 US Universities. 

Kaltura is committed to its core values of openness, flexibility, and collaboration, and is the core of an expansive ecosystem of hundreds of thousands of partners and independent developers. We like to think of ourselves as a cool, fun and talented group of professionals looking to develop, market, and distribute cutting-edge technology that is open source and available to all.

Kaltura is a fast-paced environment where standards are high and initiative is always encouraged. We currently have approx. 500 employees across offices in New York, London, Sao Paolo, Singapore, Sydney, and Tel Aviv, and we are growing rapidly including positions all over the world in more locations.

Here’s the challenge: Most existing networks were never designed to cope with video. You have a defined amount of available bandwidth and 5 times the amount of video to transfer through it. A key aspect of your role is to study the customer’s network diagram, identify the bottlenecks, and using your knowledge of the specs of the Kaltura products, provide a design that will resolve these bottlenecks. 

Can you do this?

Want to work at a company revolutionizing Video? The Sales Engineer is a dynamic, hands-on role that works closely with Kaltura's sales, business development, marketing and product development teams. You are responsible for leading technical conversations with potential customers, and providing general engineering support for all aspects of the relationship. In addition to technical ability, the role requires an understanding of strategic sales, and the ability to communicate complex technical concepts.

Duties and Responsibilities:

  • Demo Kaltura products and speak intelligently to our very different value propositions across our verticals – this requires a deep technical understanding of the Kaltura platform, presentation skills, and sales instincts
  • Provide technical pre-sales and solution engineering support, documenting customer use cases and technical requirements and then proposing a unified solution – meaning you’ll be creating the initial design
  • Lead discovery and design sessions with customers, detailing high level design plans to the Kaltura team through specifications, site diagrams, and wireframes – meaning you’ll have to understand network design and infrastructure, assess technical restrictions, 
  • Create training materials for partner salespeople and sales engineers, including “battle cards” and competitive analysis (requires integration of technical and sales understanding)
  • Train partner technical personnel on the use, setup and support of our products (requires deep technical understanding of the Kaltura platform, presentation skills)
  • Assist in response to RFPs (requires good technical understanding of the Kaltura platform, writing skills, and sales instincts)
  • Appear onsite with partner salespeople to help close high-stakes deals (requires good technical understanding of the Kaltura platform, presentation skills, and sales instincts)
  • Create client demos and supervise of Proof-of-Concept client engagements (requires hands-on technical understanding of Kaltura products)
  • Develop solution architecture for partner integrations (requires high-level technical understanding of Kaltura products and ability to grasp other technologies quickly)

 

Qualifications

  • Bachelor’s Degree in Computer Science, Technology, Media, or Information Systems
  • 5+ years of experience, preferably in SaaS technology
  • Fluency in Spanish, English, Portuguese;
  • Familiarity with some or all of: Online multimedia platforms, mobile platforms, digital video, web-conferencing
  • Demonstrated leadership and experience in technical pre-sales, product, product marketing, or complex software sales at a leading technology company
  • Experience leading design sessions, documenting use cases, and proposing software solutions
  • Experience in Sales Engineering and working in this role with sales- , operations- and technology teams
  • Several years of working with media industry, TV, Operators, Broadcasters, Content- or Service Provider
  • Familiar with some or all of the following technologies : MPEG, ATSC, SCTE, OTT, OVP, IPTV, OCAP, SCTE, DAI, Digital Video, DRM, HLS, HSS, DASH, CDN
  • Understanding of modern software technologies,- architectures, APIs, Web, HTTP, Java and ability to design and discuss solutions with customers and internal teams
  • Understanding of modern multimedia and video service platform architectures and related components
  • Must be comfortable working within a dynamic, changing, and challenging environment where everyone "does it all", and work extensive and unconventional hours
  • Must be willing to travel – about 30%
  • ECDS / CDN expertise would be a huge plus
  • Sense of humor... :)