[Hiring] Federal Account Executive - USAF & National Guard @Cellebrite

Role Description

Cellebrite is seeking an experienced Federal Account Executive – Defense & Intelligence to sell mobile forensics hardware and software solutions to law enforcement and investigative divisions within Air Force, National Guard, and Army. Candidates should have a minimum of ten (10) years of on-quota outside sales experience in the defense market. The successful candidate will:

• Develop new prospects and interact with existing customers to increase sales of Cellebrite’s products, solutions, and training services to key military agencies.
• Develop strategic account plans which define sales strategy to position Cellebrite to meet revenue objectives year over year.
• Direct efforts to identify new business, conduct competitive analysis, and develop "win" strategies.
• Maintain and generate new contacts within the territory and associated system integrators to build a pipeline for sales.
• Work with decision makers at Defense Agencies, as well as enlist Cellebrite executives during sales cycles.
• Focus on continually positioning and selling Cellebrite’s Digital Intelligence solutions across Air Force, National Guard, and Army.

Responsibilities

• Plans, organizes, and leads sales growth, continued account penetration, especially within under-penetrated accounts, and maintains customer satisfaction on a long-term basis.
• Demonstrates advanced knowledge and practice of the federal sales cycle, procurement, and contracting processes.
• Meets or exceeds sales order booking objectives and builds and maintains a pipeline of business opportunities.
• Submits accurate and detailed weekly sales forecasts to sales management.
• Provides quotes and presents proposals to military customers and engages face-to-face meetings with key prospects, customers, and partners on a weekly basis.
• Drives sales engagement between select resellers, Cellebrite, and end users within the defense market, while steering the teams to mutually beneficial customer successes.
• Develops, nurtures, and maintains relationships with each agency and system integrators in the joint pursuit of selective business opportunities.
• Recommends new products and product modifications to assure customer satisfaction.
• Represents Cellebrite products and solutions at tradeshows, seminars, and other demand-generation events.
• Exemplifies professionalism at all times and works to become a trusted advisor to customers and partners.

Requirements

• Extensive experience and key contacts within Department of War, including Army, National Guard, and Air Force.
• Experience in selling forensics, cyber security, analytics, software products is a plus.
• BS/BA in Business, Engineering, Information Systems, or Computer Science.
• Solid understanding of government procurement, FARS, DFARS, federal contracts, regulations and procedures, and federal operations.
• Working knowledge and experience with Microsoft Office, Salesforce.
• Travel as required, both air and ground. This is a Remote position; candidates local to the VA/MD/DC area are preferred.
• Active Clearance or ability to obtain a clearance is required.
• Demonstrated creativity and ingenuity in developing successful strategies for business growth.
• Ability to develop a strategic sales account plan in conjunction with the overall corporate strategic plan.
• Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts.
• Ability to create and deliver powerful and effective presentations.
• Exhibits 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.

Company Description

Cellebrite’s (Nasdaq: CLBT) mission is to enable its global customers to protect and save lives by enhancing digital investigations and intelligence gathering to accelerate justice in communities around the world. Cellebrite’s AI-powered portfolio enables customers to lawfully access, collect, analyze, and share digital evidence in legally sanctioned investigations while preserving data privacy. Thousands of public safety organizations, intelligence agencies, and businesses rely on Cellebrite’s digital forensic and investigative solutions—available via cloud, on-premises, and hybrid deployments—to close cases faster and safeguard communities.