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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates strong solution selling and presales expertise, with a focus on requirements specification and technical presentations. Possesses broad technical knowledge and experience with major LMS platforms, enabling effective client engagement and support.
Highest-signal resume keywords
Solution SellingPresales ExperienceRequirements Specification GatheringLMS Platforms ExperienceTechnical Presentation Skills
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Requirements SpecificationSolution ArchitectureTechnical PresalesProof-of-Concept EngagementsDiscovery SessionsValue Proposition DemonstrationsClient Training and SupportSecurity Document AssistanceTechnical DocumentationIntegration with Third-Party Applications
Soft Skills
Excellent Written CommunicationExcellent Verbal CommunicationCustomer-Facing Interpersonal SkillsInitiativeEntrepreneurial Mindset
Tools & Technologies
Kaltura ProductsMoodleCanvasBlackboard
Industry Keywords
Education Industry KnowledgePedagogyEducational Institution StakeholdersTechnology Operations
About the role
Key responsibilities & impact- Partner with Sales Representatives and CSMs to win new deals and upsells
- Answer RFIs and RFPs
- Run proof-of-concept client engagements
- Write requirements specifications
- Deliver value proposition demonstrations
- Perform discovery sessions
- Act as the technical bridge between business and Product/R&D
- Become a trusted advisor to clients
- Demo Kaltura products and explain value propositions for different use cases
- Present to audiences of one to 20 people, often onsite with partner salespeople
- Lead technical presales, discovery, and design sessions with customers
- Detail high-level design plans to the Kaltura team
- Create Requirement Specification and Solution Architecture Documents for integrations with clients’ third-party applications
- Train and support clients on product setup and use
- Assist with Security Documents
- Travel to industry conferences for presenting and manning the booth
- Travel within the region approximately 25%
Requirements
What you’ll need- 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
- Strong understanding of solution selling and presales, including discovery and requirements specification gathering skills
- Broad and deep technical knowledge and ability to quickly master new technologies
- 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
- High degree of initiative and a commercial, entrepreneurial mindset, and happy responding to change
- Start-up mentality and ability to self-organize and work in a flexible environment
- Education industry knowledge, including educational institution stakeholders and technology operations
- Experience with major LMS platforms such as Moodle, Canvas, and Blackboard
- Understanding of pedagogy and knowledge/interactions in educational contexts
Benefits
Comp & perks- Hybrid, flexible work environment
- Zero employee premium health plan, effective from day 1
- Dental and vision benefits
- FSA
- 401K with company match
- Mobile plan reimbursement
- Home internet reimbursement
- Personal and professional development programs
- Occasional Cross company long weekends