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Business Area:
SalesSeniority Level:
Mid-Senior levelJob Description:
At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.
Cloudera empowers the world’s largest enterprises across every industry to use data to solve some of the most complex challenges impact businesses, communities and lives. Our hybrid data and AI platform manages over 25 Exabytes of data while delivering remarkable analytics and AI capabilities across On-Premise, Public Cloud, and Hybrid environments. We are currently executing a massive Go-To-Market evolution, transitioning from a product-focused vendor to a solution-centric partner delivering high-margin, hybrid cloud and Private AI 2.0 solutions directly mapped to client ROI.
As a Key Account Director at Cloudera, you are an elite enterprise sales professional experienced in leading strategic GTM campaigns within Fortune 500 accounts in the Media & Entertainment space. You know how to sell innovation and value through customer vision expansion, and you thrive on guiding complex deals forward to compress decision cycles. Reporting to the Regional Vice President, you will map directly to marquee enterprise clients, focusing on top tier relationships across media, broadcast, entertainment, and streaming verticals. You will be familiar with the partner ecosystem. You will come with an informed point of view on Big Data, Open Data Lakehouses, Hybrid Cloud, and Private AI, positioning Cloudera as the trusted partner that eliminates cloud bill shock, SaaS lock-in, and data sovereignty roadblocks.
As a Key Account Director, the Impact You Will Have:
- 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).
We’re excited about you when you have:
- Enterprise Sales Track Record: 7+ years of quota-carrying enterprise software sales experience closing deals and consistently hitting/exceeding annual targets.
- Media & Entertainment Industry Expertise: Proven experience selling into and navigating complex, decentralized buying centers within major Media & Entertainment enterprise accounts.
- Hybrid Cloud, Data & AI Depth: Field experience positioning big data, hybrid cloud, SaaS, open data lakehouses, or enterprise AI solutions to C-level technical and business leaders.
- Operating Autonomy & Ecosystem Execution: Highly self-sufficient core AE who thrives in a dedicated pod model and successfully leverages partner ecosystems (AWS, NVIDIA, Dell, NetApp, WWT).
- Education & Work Authorization: Bachelor's Degree required. Must have valid US work authorization and ability to travel as needed.
What you can expect from us:
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
EEO/VEVRAA
#LI-BV1
#LI-Remote
Skills Required
- 10+ years of exceeding enterprise software sales targets
- Fast-moving startup and use-case-driven experience
- Data management and data warehousing experience
- Containers, Kubernetes, data infrastructure, and public cloud infrastructure technology experience
- Bachelor's degree from an accredited university
- Ability to travel domestically and internationally
- Experience selling to the media and entertainment vertical
Cloudera Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Cloudera and has not been reviewed or approved by Cloudera.
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Fair & Transparent Compensation — Pay practices are presented as equity-audited with a recognized Fair Pay Workplace certification and ongoing internal reviews. Compensation is often characterized as competitive for similar-sized peers, with visible market-aligned ranges for key roles.
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Healthcare Strength — Benefit descriptions emphasize comprehensive medical, dental, and vision coverage, alongside life and disability insurance, an EAP, wellness programming, and U.S. gym reimbursement. Health coverage is described as strong in practice.
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Leave & Time Off Breadth — Policies include generous PTO and holidays plus recurring companywide Unplugged Days that create extended weekends. Parental and medical leave are also highlighted as part of the core package.
Cloudera Insights
What We Do
At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.
Why Work With Us
Impact at Scale: The infrastructure we build solves massive problems for top global banks, telecommunications giants, and healthcare providers. Cutting-Edge Tech: Work directly at the intersection of Open Source, Machine Learning, and Generative AI. Unmatched Flexibility: Enjoy a remote-friendly, hybrid culture that respects your time—including
