Strategic Channel and Partnerships

Kaltura • Remote, NY

12h • Hybrid

About The Position

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.
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.

Requirements

• 5+ years of experience in technology partnerships, strategic alliances, channel development, business development, or equivalent experience in SaaS or cloud-based technology
• Experience working with large technology companies, cloud providers, SaaS platforms, marketplaces, or enterprise software ecosystems
• Strong understanding of enterprise software sales, co-sell programs, cloud marketplaces, partner programs, referral models, and joint go-to-market motions
• Proven ability to develop partnerships from initial exploration through execution and measurable business impact
• Track record of building relationships with senior stakeholders and influencing decisions across complex organizations
• Experience working cross-functionally with sales, product, engineering, legal, marketing, finance, and executive teams
• Ability to understand technical products and communicate effectively with product and engineering stakeholders, internally and externally
• Demonstrated ability to translate partner needs into practical business opportunities
• Strong business judgment and ability to prioritize high-impact partnerships
• Strategic and analytical thinker with strong execution skills
• Excellent internal and external networking capabilities
• Excellent verbal communication, written communication, presentation, and negotiation skills
• Fluent or native English speaker
• Ability to work independently, build new partner initiatives, and operate with limited supervision
• High-energy, proactive, relationship-oriented, commercially driven, and comfortable operating in a fast-paced global environment

Nice To Haves

• Experience with large AI and technology partner ecosystems (i.e. Microsoft, Google, Nvidia, Anthropic)
• Experience with cloud marketplace listings and marketplace-led sales motions
• Technical background or strong technical orientation
• Experience with SaaS, AI, video technologies, virtual events, digital experience platforms, or enterprise collaboration tools
• MBA or relevant advanced degree
• Experience working in a global company across North America, EMEA, and APAC

Responsibilities

• Build, develop, and manage Kaltura’s strategic technology partner and channels ecosystem (the leading global AI & technology companies, cloud providers, enterprise platforms, marketplaces, ISVs, and other ecosystem partners)
• Identify, evaluate, and execute new partnership opportunities with large technology companies and existing strategic customers
• Lead partner program participation, including applications, onboarding, enablement, documentation, and ongoing relationship management
• Develop joint business plans with selected partners, including co-sell motions, marketplace listings, referral models, integrations, joint solutions, and go-to-market collaborations
• Work closely with Kaltura’s sales, product, engineering, marketing, legal, and finance teams to structure and execute partnership initiatives
• Partner with sales teams to source, support, and grow partner-driven pipeline and revenue opportunities
• Evangelize Kaltura’s products and AI/video capabilities within partner organizations and identify areas for joint innovation
• Build strong relationships with partner teams, including alliances, marketplace, product, sales, business development, and executive stakeholders
• Prepare partner materials, business cases, internal updates, and executive-level reporting
• Track key performance metrics, pipeline contribution, partner activity, and business impact using CRM and other tools
• Represent Kaltura in partner meetings, ecosystem events, and strategic business discussions
• Travel as needed for partner meetings, events, and business development activities

Benefits

• 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
• Occasional Cross company long weekends

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level