At a Glance
- Tasks: Lead strategic partnerships with Systems Integrators and Defence Primes across EMEA.
- Company: Cellebrite, a global leader in digital intelligence solutions.
- Benefits: Competitive salary, travel opportunities, and a chance to make a real impact.
- Other info: Dynamic role with up to 50% travel and excellent career growth potential.
- Why this job: Drive innovation in digital investigations and support critical missions worldwide.
- Qualifications: Experience in channel management and strong relationship-building skills required.
The predicted salary is between 60000 - 80000 € per year.
About Cellebrite
Cellebrite (Nasdaq: CLBT) is a global leader in digital intelligence solutions. Our mission is to enable our customers to protect and save lives by enhancing digital investigations and intelligence gathering, accelerating justice in communities around the world. Cellebrite’s digital intelligence platforms help law enforcement, government agencies, and enterprises lawfully access, collect, analyse, and manage digital evidence from mobile devices and computers. Our solutions are deployed across cloud, on‑premises, and hybrid environments, supporting trusted, defensible digital investigations in mission‑critical settings.
What is your mission?
As a Systems Integrators & Defence Prime Channel Manager, you will lead the development and expansion of strategic Systems Integrator (SI) and Defence Prime partnerships across EMEA, with a primary focus on supporting and growing Cellebrite’s Defence & Intelligence (D&I) business. This role is critical to driving partner‑led pipeline, enabling integrators to successfully position and deliver Cellebrite’s digital intelligence solutions, and expanding our presence across government, defence, and civilian agencies. You will bring deep experience working with Systems Integrators, strong knowledge of government procurement and investigative workflows, and the ability to drive revenue through partner ecosystems in regulated, mission‑critical environments.
Responsibilities
- Channel & Systems Integrator Development
- Identify, recruit, and grow strategic Systems Integrators aligned with Cellebrite’s law enforcement, defence, and government mission.
- Build and maintain executive and operational relationships within SI organisations, including sales, capture, delivery, and practice leadership.
- Develop and execute joint business plans focused on digital intelligence, investigative solutions, and evidence workflows.
- Defence & Intelligence (D&I) Business Growth
- Support Cellebrite’s Defence & Intelligence go‑to‑market strategy through targeted SI and Defence Prime partnerships.
- Collaborate with internal sales teams to align partners with active pursuits, long‑term programmes, and strategic accounts.
- Enable partners to position Cellebrite solutions with government and civilian agencies in compliance with lawful access, chain of custody, and evidentiary standards.
- Assist partners in navigating government 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 Systems Integrators and Cellebrite sales teams.
- Enable partners through training, solution messaging, and technical enablement across mobile and computer digital forensics and analytics platforms.
- Cross‑Functional Collaboration & Performance Management
- Work closely with Sales, Product, Marketing, and Customer Success teams to ensure aligned execution across direct and partner‑led motions.
- Provide structured feedback from partners and government customers to influence product roadmap and partner programmes.
- Track and report on partner performance, pipeline, revenue, and enablement metrics.
- Forecast channel revenue, provide insights to senior leadership, and continuously optimise partner coverage and engagement models.
Requirements
- Proven experience in channel management, alliances, or partner‑led sales roles.
- Demonstrated success developing and managing Systems Integrator or Defence Prime relationships.
- Experience selling into or supporting Defence & Intelligence or civilian government agencies.
- Strong understanding of government procurement processes, capture methodologies, and partner‑led sales motions.
- Ability to engage credibly with technical, operational, and executive stakeholders.
- Excellent communication, negotiation, and relationship‑building skills.
This role requires up to 50% travel and is well‑suited to professionals who are comfortable engaging regularly with Systems Integrators, Defence Primes, and end customers through on‑site and in‑person engagements.
Basic Qualifications
- Demonstrated experience operating in regulated, mission‑critical environments.
- Strong commercial acumen with the ability to drive revenue through partner ecosystems.
- Experience working within complex, matrixed organisations across regions.
Preferred Qualifications
- Experience in digital forensics, digital intelligence, cybersecurity, or investigative technologies.
- Existing relationships with major Systems Integrators or government integrators.
- Familiarity with government contract vehicles and public‑sector procurement frameworks.
- Prior experience supporting large‑scale government or defence programmes.
Systems Integrators Channel Manager employer: Cellebrite
Cellebrite is an exceptional employer, offering a dynamic work environment where innovation meets purpose. As a leader in digital intelligence solutions, we empower our employees to make a meaningful impact on global safety and justice, while providing ample opportunities for professional growth and collaboration across diverse teams. With a strong focus on employee development and a culture that values integrity and excellence, Cellebrite stands out as a rewarding place to advance your career in the Defence & Intelligence sector.
StudySmarter Expert Advice🤫
We think this is how you could land Systems Integrators Channel Manager
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. The more connections we make, the better our chances of landing that Systems Integrators Channel Manager role.
✨Tip Number 2
Prepare for those interviews! Research Cellebrite’s mission and values, and think about how your experience aligns with their goals. We want to show them that we’re not just a good fit, but the perfect fit for their Defence & Intelligence team.
✨Tip Number 3
Practice makes perfect! Do mock interviews with friends or use online resources to refine our pitch. Let’s focus on articulating our experience with Systems Integrators and government procurement processes clearly and confidently.
✨Tip Number 4
Apply through our website! It’s the best way to ensure our application gets noticed. Plus, it shows we’re genuinely interested in being part of the Cellebrite team. Let’s make sure we highlight our relevant skills and experiences when we do!
We think you need these skills to ace Systems Integrators Channel Manager
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Systems Integrators Channel Manager role. Highlight your experience with Systems Integrators and Defence Prime partnerships, as well as your understanding of government procurement processes. We want to see how your skills align with our mission!
Showcase Relevant Experience:When detailing your work history, focus on your achievements in channel management and partner-led sales roles. Use specific examples that demonstrate your success in developing relationships and driving revenue in regulated environments. This will help us see your potential impact at Cellebrite.
Be Clear and Concise:Keep your application straightforward and to the point. Use clear language and avoid jargon unless it's relevant to the role. We appreciate a well-structured application that makes it easy for us to understand your qualifications and motivations.
Apply Through Our Website:We encourage you to submit your application directly through our website. This ensures that your application is reviewed promptly and gives you the best chance to stand out. Plus, it’s super easy to do!
How to prepare for a job interview at Cellebrite
✨Know Your Stuff
Make sure you brush up on Cellebrite's digital intelligence solutions and how they fit into the law enforcement and defence sectors. Understanding their mission and how your role as a Systems Integrators Channel Manager contributes to that will show your genuine interest and alignment with their goals.
✨Build Relationships
Since this role involves a lot of collaboration with Systems Integrators and Defence Primes, think about how you can demonstrate your relationship-building skills. Prepare examples from your past experiences where you've successfully developed partnerships or navigated complex stakeholder environments.
✨Understand Government Processes
Familiarise yourself with government procurement processes and contract vehicles. Being able to discuss these topics confidently will set you apart, as it shows you understand the landscape in which Cellebrite operates and can effectively support their Defence & Intelligence business growth.
✨Showcase Your Communication Skills
This role requires excellent communication and negotiation skills. Be ready to share specific instances where you've had to communicate complex ideas clearly or negotiate successful outcomes. Practising your responses can help you articulate your thoughts more effectively during the interview.
