Federal Account Executive - DHS

Company Overview

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 Digital Investigation Platform 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. To learn more, visit us at www.cellebrite.com, https://investors.cellebrite.com/investors and find us on social media @Cellebrite.

Position Overview

Engage both strategically and tactically with customers to land and/or expand sales of Cellebrite’s platform of products, solutions, and services within Department of Homeland Security (DHS). Execute strategic account plans, build and maintain a strong pipeline, and consistently exceed quarterly/annual sales objectives. Build new relationships, develop champions, and become a trusted advisor throughout all levels of the agency as relates to the investigative workflow.

Key Responsibilities

• New sales, renewals, and customer satisfaction driven role working as part of the go to market team for highly strategic DHS accounts.
• Work with decision makers and other key stakeholders within DHS and associated sub agencies to position and sell Cellebrite’s Digital Intelligence solutions to new and/or existing buying centers.
• Plan, organize, and lead sales growth by penetrating new and under-served accounts while maintaining long-term customer satisfaction.
• Co-develop and implement account plans aligned with the strategic initiatives and mission objectives of DHS.
• Demonstrate advanced knowledge and manage government procurement and contracting processes.
• Provide quotes, present proposals to government customers, and engage in 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 an in-depth understanding of customer goals.
• Help customers make future solutions decisions based on product roadmaps and workflow within DHS and its sub agencies.
• Communicate a strong technical understanding of Cellebrite’s offerings and determine 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 to ensure 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.
• This is a Hybrid position; US HQ office is in Tysons Corner, VA. Must reside in the VA/MD/DC area.

Required Qualifications

• Successful enterprise technology sales experience for 4+ years, including a minimum of 2+ years in federal sales with a focus on DHS.
• Ability to manage multiple agency sales cycles simultaneously while prioritizing time and effort to maximize bookings.
• Demonstrated creativity and ingenuity in developing successful strategies for business growth—working independently, with Field Marketing, and partners/resellers.
• Strategic thinker capable of addressing unique mission challenges regarding existing resources, workflow, and technologies to enhance investigative efficiency.
• Ability to develop a strategic sales account plan in conjunction with the overall Federal strategic plan.
• Excellent oral and written communication skills with all levels of an organization and external contacts.
• Exhibits professional behavior including leadership, a sense of urgency, independent judgment, teamwork, creative thinking, and personal integrity to contribute to a cohesive, productive unit.
• Willingness to travel domestically up to 30%+.