Strategic Channel and Partnerships Manager, Kaltura

• 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
• 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

Desirable

• We're looking for an enthusiastic Technology Partnerships & Channel Manager to join our growing company
• As a Technology Partnerships & Channel Manager, your day-to-day will include:
• 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