Systems Integrators Channel Manager

Cellebrite; Greater London; On-site; GBP 90,000 - 140,000; Full time

Job summary

Cellebrite is seeking a Systems Integrators & Defence Prime Channel Manager to lead and expand SI and Defence Prime partnerships across EMEA. The role focuses on growing partner-led pipeline, enabling integrators to position Cellebrite’s digital intelligence solutions, and expanding presence in government, defence, and civilian agencies.

Ideal candidates bring deep SI experience, knowledge of government procurement, and ability to drive revenue through partner ecosystems in regulated

Qualifications

• Proven experience in channel management, alliances, or partner-led sales.
• 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.

Responsibilities

• 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.
• Support 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.

Skills

Channel management

Alliances

Partner-led sales

Government procurement

Stakeholder engagement

Relationship-building

Job description

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

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.

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