Federal Account Executive - USAF & Army

Cellebrite; Washington (District of Columbia); Hybrid; USD 110,000 - 170,000; Full time

Job summary

Cellebrite is seeking an experienced Federal Account Executive – Defense & Intelligence to sell mobile forensics hardware and software solutions to U.S. military and federal agencies.

The role requires ten years of on-quota outside sales experience in defense, developing strategic account plans, building pipelines, and driving revenue through Air Force, National Guard and Army programs. This remote position favors candidates in the VA/MD/DC area and offers the chance to partner with Cellebrite

Qualifications

• Extensive DoD relationships with Army, National Guard and Air Force.
• Experience selling forensics, cyber security, analytics, or software products.
• BS/BA in a relevant field and understanding of government procurement.

Responsibilities

• Plans and leads sales growth in defense accounts and maintains long-term customer satisfaction.
• Demonstrates knowledge of the federal sales cycle, procurement, and contracting.
• Builds a strong pipeline and delivers weekly forecasts to management.
• Delivers proposals and conducts face-to-face meetings with key prospects weekly.
• Coordinates with resellers, Cellebrite, and end users to drive customer success.
• Cultivates agency and integrator relationships for joint business opportunities.
• Recommends product improvements to meet customer needs.
• Represents Cellebrite at trade shows and demand-gen events.

Skills

DoD relationships

Forensics sales

Software sales

Sales forecasting

Education

BS/BA in Business, Engineering, Information Systems or Computer Science

Tools

Microsoft Office

Salesforce

Job description

Position Overview

Cellebrite is seeking an experienced Federal Account Executive –Defense & Intelligence to sell mobile forensics hardware and software solutions to law enforcement and investigative divisions within Air Force, National Guard and Army. Candidates should have a minimum of ten (10) years of on-quota outside sales experience in the defense market. The successful candidate will develop new prospects and interact with existing customers to increase sales of Cellebrite’s products, solutions and training services to key military agencies. Develop strategic account plans which define sales strategy to position Cellebrite to meet revenue objectives year over year. Direct efforts to identify new business, conduct competitive analysis and develop "win" strategies. Maintain and generate new contacts within the territory and associated system integrators to build a pipeline for sales. Working with decision makers at Defense Agencies, as well as enlisting Cellebrite executives during sales cycles. The focus of this opportunity is to continually position and sell Cellebrite’s Digital Intelligence solutions across Air Force, National Guard and Army.

Responsibilities

• Plans, organizes, and leads sales growth, continued account penetration, especially within under penetrated accounts and maintains customer satisfaction on a long-term basis.
• Demonstrates advanced knowledge and practice of the federal sales cycle, procurement and contracting processes.
• Meets or exceeds sales order booking objectives. Builds and maintains a pipeline of business opportunities.
• Submits accurate and detailed weekly sales forecasts to sales management.
• Provides quotes and presents proposals to military customers and engages face-to-face meetings with key prospects, customers, and partners on a weekly basis.
• Drives sales engagement between select resellers, Cellebrite and end users within the defense market, while steering the teams to mutually beneficial customer successes.
• Develops, nurtures and maintains relationships with each agency and system integrators in the joint pursuit of selective business opportunities.
• Recommend new products and product modifications to assure customer satisfaction.
• Represents Cellebrite products and solutions at tradeshows, seminars and other demand-generation events.
• Exemplifies professionalism at all times and works to become a trusted advisor to customers and partners.

Requirements

• Extensive experience and key contacts within Department of War, to include Army, National Guard and Air Force.
• Experience in selling forensics, cyber security, analytics, software products is a plus.
• BS/BA in Business, Engineering, Information Systems or Computer Science.
• Should have a solid understanding of government procurement, FARS, DFARS, federal contracts, regulations and procedures, and federal operations.
• Working knowledge and experience with Microsoft Office, Salesforce.
• Travel as required, both air and ground, up to 50%. This is a Remote position, candidates local to the VA/MD/DC area are preferred
• Active Clearance or ability to obtain a clearance is required
• Demonstrated creativity and ingenuity in developing successful strategies for business growth.
• Ability to develop a strategic sales account plan in conjunction with the overall corporate strategic plan.
• Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts.Ability to create and deliver powerful and effective presentations.
• Exhibits desirable and appropriate professional behavior including leadership, sense of urgency, independent judgment, teamwork, ability to get along with others, creative thinking and personal integrity to contribute to a cohesive, productive unit dedicated to the achievement of corporate goals.

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.

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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