[Remote] Channel Account Manager - FSI
Note: The job is a remote job and is open to candidates in USA. Cellebrite is a leading company focused on enhancing digital investigations and intelligence gathering. They are seeking a Channel Account Manager to develop and expand strategic partnerships with Systems Integrators, primarily supporting their Federal business and driving revenue through partner ecosystems.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 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
- 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
Company Overview