Remote Position
[Remote] Key Account Director - Media & Entertainment
🌍 Remote · United States
💼 Full-time
Note: The job is a remote job and is open to candidates in USA. Cloudera is a data and AI platform company helping enterprises transform complex data into actionable insights across hybrid environments. The Key Account Director will lead strategic enterprise sales and go-to-market campaigns for marquee Media & Entertainment accounts, building executive relationships, expanding customer adoption, displacing competitors, and managing forecasts and pipelines.
Responsibilities
- Own Strategic Account Relationships: Drive end-to-end commercial strategy and own overall executive relationships across marquee Media & Entertainment enterprise accounts
- C-Level Vision & Influence: Build deep, trusted partnerships with CIOs, CTOs, CDOs, LOB executives, and program managers across decentralized business units and digital properties to accelerate transformation
- Expand Enterprise Footprint: Execute a solution-based land-and-expand motion to discover white space, scale new AI/analytics use cases, and increase customer lifetime value
- Execute Competitive Displacement Playbooks: Lead high-stakes competitive wins against cloud-only vendors (Snowflake, Databricks, Confluent) by delivering Cloudera’s lower Total Cost of Ownership (TCO), true hybrid freedom, and zero vendor lock-in
- Promote Cloudera's Hybrid Data & AI Platform: Position Cloudera’s open data lakehouse (Apache Iceberg), Anywhere Cloud, and Private AI 2.0 capabilities (including native Mistral AI partnerships and NVIDIA integrations)
- Forecast & Pipeline Discipline: Maintain pipeline management, accurate weekly forecasting, and account details within Salesforce using structured qualification frameworks (MEDDPICC)
Skills
- 7+ years of quota-carrying enterprise software sales experience closing deals and consistently hitting/exceeding annual targets
- Proven experience selling into and navigating complex, decentralized buying centers within major Media & Entertainment enterprise accounts
- Field experience positioning big data, hybrid cloud, SaaS, open data lakehouses, or enterprise AI solutions to C-level technical and business leaders
- Highly self-sufficient core AE who thrives in a dedicated pod model and successfully leverages partner ecosystems (AWS, NVIDIA, Dell, NetApp, WWT)
- Bachelor's Degree required
- Must have valid US work authorization
Benefits
- Generous PTO Policy
- Support work life balance with Unplugged Days
- Flexible WFH Policy
- Mental & Physical Wellness programs
- Phone and Internet Reimbursement program
- Access to Continued Career Development
- Comprehensive Benefits and Competitive Packages
- Paid Volunteer Time
- Employee Resource Groups
Company Overview