Systems Integrator Channel Manager - Federal

Cellebrite•Tysons, VA

About The Position

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. To learn more, visit www.cellebrite.com, https://investors.cellebrite.com/investors and 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 Cellebrite’s 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.

Requirements

8+ years of experience in channel management, alliances, or partner sales
Proven success developing and managing U.S. Systems Integrator 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

Nice To Haves

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)
Experience working in highly regulated or mission-critical environments

Responsibilities

Channel & Systems Integrator Development
Identify, recruit, and grow strategic U.S.-based Systems Integrators aligned to Cellebrite’s 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 Cellebrite’s 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