Channel Account Manager - FSI

Cellebrite

Title: Channel Account Manager - FSI
Location: Tysons, VA, US

Cellebrites (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. CellebritesAI-powered portfolioenables 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 Cellebrites digital forensic and investigative solutionsavailable via cloud, on-premises and hybrid deploymentsto close cases faster and safeguard communities. To learn more, visit find us on social media @Cellebrite.

Position Overview : Cellebrite is seeking a Systems Integrators Channel Manager to lead the development and expansion of strategic Systems Integrator (SI) partnerships across the United States, with a primary focus on supporting and growing our Federal business. This role will be critical in driving partner-led pipeline, enabling integrators to successfully deliver Cellebrites digital intelligence solutions, and expanding our presence across Federal, DoD, and civilian agencies.

The ideal candidate brings deep experience working with System Integrators, strong knowledge of Federal procurement and investigative workflows, and a proven ability to drive revenue through partner ecosystems in regulated, mission-critical environments.

Responsibilities :

Channel & Systems Integrator Development

• Identify, recruit, and grow strategic U.S.-based Systems Integrators aligned to Cellebrites law enforcement and government mission
• Build executive and operational relationships within SI organizations, including sales, capture, delivery, and practice leaders
• Develop and execute joint business plans focused on digital intelligence, investigative solutions, and evidence workflows

Federal Business Growth

• Support Cellebrites U.S. Federal go-to-market strategy through SI partnerships
• Collaborate with internal Federal sales, capture, and government affairs teams to align partners to active pursuits and long-term programs
• Enable partners to position Cellebrite solutions within Federal, DoD, and civilian agencies in compliance with lawful access, chain of custody, and evidentiary standards
• Assist partners in navigating Federal procurement processes, contract vehicles, and agency-specific requirements

Go-to-Market & Revenue Execution

• Drive partner-sourced and partner-influenced pipeline and bookings
• Lead joint account planning and opportunity execution with SIs and Cellebrite sales teams
• Enable partners through training, certification, solution messaging, and technical enablement related to mobile and computer digital forensics and analytics platforms

Cross-Functional Collaboration

• Work closely with Sales, Federal, Product, Marketing, and Customer Success teams to ensure aligned execution
• Provide feedback from partners and government customers to influence product roadmap and partner programs
• Support partner marketing, events, and thought leadership initiatives in the law enforcement and government community

Performance Management

• Track and report on partner performance, pipeline, revenue, and enablement metrics
• Forecast channel revenue and provide insights to senior leadership
• Continuously optimize partner coverage, engagement models, and investments

Office Location:
Remote

• 8+ years of experience in Channel Management, Alliances, or Partner sales
• Proven success developing and managing Federal Systems Integrator (FSI) relationships
• Experience selling into or supporting U.S. Federal, DoD, or civilian government agencies
• Strong understanding of Federal Procurement, Capture Processes, and Partner-led sales
• Ability to engage credibly with technical, operational, and executive stakeholders
• Excellent communication, negotiation, and relationship-building skills

Preferred

• Experience in Digital Forensic, Cybersecurity, or Investigative technologies
• Existing relationships with Federal-focused SIs and government integrators
• Familiarity with Federal contract vehicles (GSA, GWACs, IDIQs)

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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.

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