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Regional Account Executive - Education at Kaltura
New York City, NY, US

We are looking for a passionate customer advocate who will partner with and ensure the long-term success of our customers in a geographically defined Region.

The RAE will be a key member of our Revenue team, reporting to the Senior Director of Customer Success. The main responsibilities for this role are retaining, renewing and growing a book of business of by developing long-term relationships and connecting with key business executives and stakeholders.

Responsibilities

Increase Customer Satisfaction

Be a partner with your customers on the journey to interactive video in a teaching and learning environment.

Be the face of Kaltura to the customer and guide communication with different Kaltura departments - product, finance, services, customer support, etc. as you grow your Region.

Use NPS and Business Reviews as quantifiable metrics is assessing and improving customer satisfaction.

Become a trusted adviser and foster strong relationships at both tactical and executive levels with customers.

Assure customer’s success with Kaltura’s product and services, turn customers into advocates.

Help customers maximize the use of video via a deep understanding of customer’s needs, Kaltura’s products and the edtech market.

Communicate frequently with customers via business reviews, health calls and onsite visits.

Surpass Growth Goals – grow your Region

Work with clients to establish critical goals, or other key performance indicators and aid the customer in achieving their goals.

Proactively and methodically uncover opportunities to expand Kaltura’s footprint within existing customers across departments and use cases.

Proactively identify, engage and close business with new customers in your Region.

Lead, negotiate and close sales into both existing and new customer base.

Expand to new customers through referral selling from existing customers.

Negotiate and close contract renewals retaining and growing revenue while assuring on time execution.

Increase Account Retention

Leverage the relationship as well as close monitoring of adoption and customer’s satisfaction to identify any churn risks.

Thoroughly  manage account escalations to resolution

Define and execute a mitigation plan for customers in churn risk.

Through a variety of programs, grow active participation in the Community within your Region.

REQUIREMENTS

5+ years experience in Education technology space

3+ years customer success or account management experience

Experience managing a book of business of over $2M ACV.

Experience managing 50+ accounts.

Experienced being responsible for customer retention and renewal in a SaaS environment.

Experience managing pipeline, forecast, and executing sales process.

Experience with Salesforce.com.

Demonstrable 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.

Travel approximately 33%