Description
Cellebrite’s (Nasdaq: CLBT) mission is to enable its customers to protect and save lives, accelerate justice, and preserve privacy in communities around the world. Cellebrite is a global leader in Digital Intelligence solutions for the public and private sectors, empowering organizations to master the complexities of legally sanctioned digital investigations by streamlining intelligence processes. Trusted by thousands of leading agencies and companies globally, Cellebrite’s Digital Intelligence platform and solutions transform how customers collect, review, analyze and manage investigative digital data in legally sanctioned investigations.
Cellebrite is seeking an experienced Federal Sales Executive for the government market to sell Digital Forensics solutions within the Department of Homeland Security (DHS), focusing on investigative and law enforcement agencies. This position reports to the Senior Director of Federal Civilian Sales and collaborates with Pre-sales, Customer Deployment, Customer Success, and Business Development.
To be successful in this role the candidate will need to:
Engage both strategically and tactically with DHS clients to land new and/or increase sales of Cellebrite’s platform of products, solutions, and services within assigned government account base. Execute on strategic account plans, build, and maintain strong pipeline, and consistently exceed quarterly/annual sales objectives. Build new relationships, develop champions, and become trusted advisor throughout all levels of client organization.
Ideal candidate will have proven success in one or more of the following departments of DHS:
- Cybersecurity & Infrastructure Security Agency (CISA)
- Department of Homeland Security - Office of Inspector General
- DHS - United States Citizenship and Immigration Services
- DHS Intelligence & Analysis
- Federal Emergency Management Agency
- Federal Law Enforcement Training Center
- National Computer Forensic Institute
- Transportation Security Administration
- US Secret Service
Responsibilities & Scope of Role:
- Working with decision makers and other key stakeholders within DHS, the focus of this role is to position and sell Cellebrite’s Digital Intelligence solutions to new and/or existing buying centers.
- Plan, organize, lead sales growth, penetrate new and under-served accounts and maintain customer satisfaction on a long-term basis.
- Develop and maintain account plans and execute sales strategies aligned with the account plans.
- Demonstrate advanced knowledge and manage government procurement and contracting processes.
- Meet or exceed sales objectives. Build and maintain a pipeline of business opportunities.
- Submit accurate and detailed weekly sales forecasts to sales management.
- Provide quotes and present proposals to government customers and engage face-to-face meetings with key prospects, customers, and partners on a weekly basis.
- Maintain detailed knowledge of Cellebrite products, training offerings, competitive products, customer vertical industry, and have in-depth understanding of customer goals.
- Help customers make future solutions decisions based on product roadmaps and workflow within the agency.
- Communicate a strong technical understanding of Cellebrite’s offerings and know when to engage assistance from pre-sales, engineering, marketing, and senior management.
- Drive sales engagement between System Integrators (as needed), Cellebrite, and end users within the Federal Government, while steering the teams to mutually beneficial customer successes.
- Develop, nurture, and maintain relationships with each agency and System Integrators in the joint pursuit of selective business opportunities.
- Recommend new products and product modifications to assure customer satisfaction.
- Exemplify professionalism and work to become a trusted advisor to customers and partners.
Qualifications & Experience:
- Proven Sales Hunter, successful enterprise-sales track record for at seven (7) years, majority in Federal government sales with focus on DHS
- Demonstrated creativity and ingenuity in developing successful strategies for business growth.
- Strategic thinker that can solve mission challenges around existing resources, workflow and technologies to improve the way investigations of all types can be solved more efficiently
- This is a Hybrid position, US office is in Tysons Corner, VA. Must reside in the VA/MD/DC area
- This position will require domestic travel up to 30%-50%
- Soft Skills: Ability to develop a strategic sales account plan in conjunction with the overall corporate strategic plan.
- Ability to communicate effectively orally and in writing with all levels of the organization and with external contacts.
- Exhibit desirable and appropriate professional behavior including leadership, sense of urgency, independent judgment, teamwork, ability to get along with others, creative thinking, and personal integrity to contribute to a cohesive, productive unit dedicated to the achievement of corporate goals.
Cellebrite is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law
