The Director of Channel Management is a dynamic, hands-on role that works closely with Kaltura's Commercial Partners, as well as with Kaltura’s business development, marketing, customer support and product development teams. As a Director of Channel Management, you will be responsible for leading the relationship with our global and regional Commercial Partners, including go-to-market strategy, sales training, pipeline management, and customer sales engagements. The role requires an understanding of strategic sales, and the ability to communicate complex concepts.
Duties and Responsibilities:
Nurture relationships with existing channel partners to grow the overall channel revenue stream.
Work with both Kaltura and partner marketing personnel to develop and execute joint marketing plans.
Develop, forecast, and close a pipeline of opportunities in conjunction with your partners. Provide visibility on pipeline status to Kaltura management.
Manage potential channel conflict with other sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
Work with Kaltura and partner training personnel to create training materials for partner salespeople and sales engineers, including “battle cards” and competitive analysis.
Gain and maintain a solid knowledge of Kaltura’s technology and solutions as well as the competitive landscape surrounding them.
Represent the company at trade shows, conferences, industry meetings, and partner sales events.
Appear onsite with partner salespeople to help close high-stakes deals
Desired Skills and Experience
Undergraduate degree required
Fluency in English and in one or more additional Asian languages
3-7 years of demonstrated success as an individual contributor, with in-depth knowledge of channel and end-user sales. Background in SaaS software, OVP, and/or CDN sales preferred.
Track record of channel sales quota achievement of US$5-10m annual
Experience building a book of business in a new territory preferred.
Excellent organizational skills and strong attention to detail
Candidate must be results-oriented, pro-active, self-motivated and work well in a team environment
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 – domestically and internationally, about 30%
Sense of humor :)
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