דרושים Pre-sales Military Expert ב-Cellebrite ב-בריטניה

About your responsibilities:

• You do not mind a challenge or two - you are energized by challenging and diverse situations and always maintain a service-oriented approach. Understanding that no two transactions or individuals are the same, you always adapt and leverage your creative thinking to devise effective solutions. 
• Manage back-office sales process end to end (Quote to Cash).
• Order Management and Order Fulfillment: quote entry; order entry and scheduling; order control: pricing integrity, financial issues, etc.; RMAs and demo management; Pay or Return management.
• You implement Cellebrite’s policies and procedures: acting as the “gate keeper” of the company to make sure the orders and Sales Directors’ requests follow company policies and procedures and take proper steps to intervene and correct if needed.
• Follow up on collection of past due invoices.
• Execution and delivery of products to customers.
• Sales Operations: follow up on license renewal dates and manage renewals; be the Sales Director’s “right hand;” point-of-contact for customers regarding any operational/logistical issues; build and issue reports from the system to support the Sales Director’s needs.

About the requirements:

• At least 2 years of experience as Sales Coordinator/Sales Operations
• Experienced with order management, shipment handling, and vast interface with Sales Directors and customer’s experience.
• Systems knowledge: Sales Force (or similar CRM) knowledge necessary
• Academic degree preferred but not required.
• Advanced Excel knowledge – a plus
• Adaptive Person
• Commitment & Accountability: Full ownership of the end-to-end back-office sales process. You know that the task is not complete until you have seen it through from start to finish. Additionally, you anticipate all your internal/external customer needs, being initiative-taking rather than reactive.
• People person & collaborative: you enjoy collaborating with team members and welcome the opportunity to interact with customers.
• Effective Multi-tasker: you are energized by shifting priorities; engaging multiple projects at once (no problem) without compromising details.
• You thrive and deliver in a high-pressure environment.

About the role:

Develop strategic account plans which define sales strategy to position Cellebrite to meet sales objectives year over year. Maintain and generate new contacts within the sector and associated system integrators to build and close sales

Objective:

• To increase new Business (while maintaining recurring business on high performance)
• Plan work to create sales growth, new project acquisition, continued account penetration, and maintain customer satisfaction on a long-term basis
• Demonstrate advanced knowledge of, and management of, procurement and contracting processes
• Develop and nurture existing and new projects within the UK’s strategic command, NATO or GCHQ in order to maintain strong relationships and a have a good understanding of their current and future business needs and directions
• Meet or exceed sales order booking objectives. Build and maintain a pipeline of business opportunities

Responsibilities & Scope of Role:

• Present at multi levels including end users and executive management to develop opportunities and engage in face-to-face meetings with key prospects, customers, and partners.
• Maintain detailed knowledge of Cellebrite software and hardware products, training offerings, competitive products, customer vertical industry, and have in-depth understanding of customer goals. Ability to help customers make future solutions decisions based on product roadmaps.
• Submit accurate and detailed sales forecasts.
• Engage with sales operations, engineering, marketing, and senior management as appropriate.
• Develop and maintain detailed account plans for key customers, recommending new products and services to ensure customer satisfaction
• Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners.

Requirements: :

• Proven successful track record with minimum 5 years experience working in either Military or intelligence.
• Enterprises Sales experience.
• Experience in account management, deep knowledge of the customer, their business and priorities across the organisations at multiple points.
• 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.

Job Overview:

Cellebrite is seeking an experienced and dynamic Pre-Sales expert with expertise in the defence and military sectors to join our team. As part of the pre-sales function, you will play a critical role in providing tailored technical solutions to our military, defence and intelligence clients. You will work closely with the sales, engineering, CX, and operations teams to design and present innovative solutions that meet the unique needs of defence partners, government agencies, and military organizations. You will be responsible for understanding client requirements, delivering technical presentations, managing product demonstrations, and supporting the sales cycle from initial inquiry to closing and deployment within the UK military and defence. The position will require frequent travel (50-70%) and will report to the EMEA North Pre-Sales Manager.

Key Responsibilities:

• Client Engagement : Serve as the primary technical advisor to military and defence clients during the pre-sales process. Engage with stakeholders to understand their mission-critical requirements, providing deep technical insight into Cellebrite products and services.
• Solution Design & Delivery : Collaborate with clients and internal teams to design customized solutions that address specific defence and military operational needs. Ensure that all solutions comply with industry standards, security protocols, and regulatory requirements.
• Product Demonstrations & Presentations : Lead technical demonstrations and presentations of our products, showcasing their relevance and capabilities within military and defence environments. Articulate how our solutions will enhance operational effectiveness, improve security, and address logistical challenges.
• Proposal Development : Support the sales team in creating high-quality proposals, technical documentation, and responses to tenders. Tailor proposals to the unique needs of defence clients, ensuring compliance with strict requirements.
• Proof of Concept (PoC) : Manage and oversee proof-of-concept engagements, ensuring that the product or solution meets the specific operational needs of defence clients in real-world scenarios, such as field testing or simulated environments.
• Security Compliance & Risk Management : Ensure that all technical solutions meet defence industry security standards, and other relevant regulatory frameworks. Address security and risk concerns specific to military applications.
• Sales Enablement : Provide the sales team with technical expertise and resources to enhance their ability to engage with military clients effectively. Help them navigate complex technical discussions, locate new business, and close sales.
• Market Intelligence : Stay abreast of the latest defence industry trends, government policies, and technological advancements. Provide feedback to internal teams to help shape future product offerings and enhance market positioning.
• Collaboration : Work closely with the sales, product, and engineering teams to ensure seamless delivery of military-grade solutions. Assist with developing new solutions based on evolving defence requirements and client feedback.

Key Skills & Experience:

• Military and Defence Expertise : A strong understanding of defence, military and intelligence requirements, including knowledge of government procurement processes, security standards, and operational needs.
• Technical Acumen : Proven experience in the design and delivery of technology solutions, with a deep understanding of the defence technologies relevant to the role (e.g., communications, cybersecurity, surveillance systems, logistics software, etc.). Experience working with Cellebrite technology is preferred.
• Pre-Sales Experience : At least 3-5 years of experience in a pre-sales, solutions engineering, or technical sales role, ideally within the defence or military sector.
• Solution Design & Integration : Experience designing solutions that solve complex military and defence problems.
• Client-Facing Skills : Exceptional communication and presentation skills with the ability to engage senior military personnel, government officials, and defence partners. Experience working with senior stakeholders and decision-makers in the defence sector.
• Security and Compliance Knowledge : Familiarity with military security protocols and regulatory standards such as GDPR, NIST, and other industry-specific certifications.
• Qualifications : A background working with Law Enforcement, Military, or government, experience in engineering, computer science, or a related technical field. Additional certifications in defence-related technologies or security standards are highly desirable.

Desirable Attributes:

• Security Clearance : Eligible or current security clearance for access to classified or sensitive government facilities (e.g., SC, DV) is highly preferred.
• Industry Networking : Strong relationships within the defence industry and an understanding of government procurement cycles and tender processes.
• Problem Solver : Ability to understand complex client challenges and provide creative, yet technically feasible, solutions that meet military requirements.
• Proactive & Client-Centric : Self-motivated and proactive with a deep understanding of the unique challenges facing defence organizations. Focused on providing value and solving problems for the client.

Your Responsibilities:

• People Leadership: Ensure your team has the resources and tools needed for success to run an efficient full order management cycle. Lead team meetings to ensure smooth, prompt, and clear communications. Coach, guide, advise, and develop your team members located globally. Provide proper training to new and existing team members to successfully execute their roles.
• Process Enforcement: Enforce the company’s license renewal process and ensure the proper execution of complex Federal contracts. Make certain that Cellebrite Commercial Guidelines are followed by all parties.
• Issue Resolution: Resolve MIS issues for CRM/ERP users.
• Reporting: Track and develop sales metrics, generate reports for the Sales team, and measure and control ERP accuracy.
• Collection Resolution: Follow up on collections issues and act as the primary point of contact for Sales Directors.
• Contract Maintenance: Maintain reseller contracts.

Requirements:

• At least 3 years of experience in Sales Operations and leadership.
• Systems knowledge: ERP and CRM (e.g., Salesforce, etc.).
• Advanced Excel knowledge (v-lookups, pivot tables, etc.).
• Adaptive Person: You are energized by shifting priorities and engaging multiple projects at once without compromising details. You always follow through until completion.
• People Person & Collaborative: You enjoy collaborating with team members globally and welcome the opportunity to interact with all levels of the organization.
• Commitment & Accountability: You take full ownership of the end-to-end back-office sales process, ensuring tasks are seen through from start to finish. You anticipate all internal/external customer needs, being proactive rather than reactive.
• Energized by Complex Challenges: You are willing and ready to face complex situations.

Company Overview:

Cellebrite’s (Nasdaq: CLBT) mission is to enable its customers to protect and save lives, accelerate justice, and preserve privacy in communities around the world. Cellebrite is a global leader in Digital Intelligence solutions for the public and private sectors, empowering organizations to master the complexities of legally sanctioned digital investigations by streamlining intelligence processes. Trusted by thousands of leading agencies and companies globally, Cellebrite’s Digital Intelligence platform and solutions transform how customers collect, review, analyze, and manage investigative digital data in legally sanctioned investigations.

Your responsibilities:

• You do not mind a challenge or two - you are energized by challenging and diverse situations and always maintain a service-oriented approach. Understanding that no two transactions or individuals are the same, you always adapt and leverage your creative thinking to devise effective solutions. 
• Manage back-office sales process end to end (Quote to Cash).
• Order Management and Order Fulfilment: quote entry; order entry and scheduling; order control: pricing integrity, financial issues, etc.; RMAs and demo management; Pay or Return management.
• You implement Cellebrite’s policies and procedures: acting as the “gate keeper” of the company to make sure the orders and Sales Directors’ requests follow company policies and procedures and take proper steps to intervene and correct if needed.
• Follow up on collection of past due invoices.
• Execution and delivery of products to customers.
• Sales Operations: follow up on license renewal dates and manage renewals; be the Sales Director’s “right hand;” point-of-contact for customers regarding any operational/logistical issues; build and issue reports from the system to support the Sales Director’s needs.

Requirements:

• At least 2 years of experience as Sales Coordinator/Sales Operations
• Experienced with order management, shipment handling, and vast interface with Sales Directors and customer’s experience.
• Systems knowledge: Sales Force (or similar CRM) knowledge necessary
• Academic degree preferred but not required.
• Advanced Excel knowledge – a plus
• Adaptive Person
• Commitment & Accountability: Full ownership of the end-to-end back-office sales process. You know that the task is not complete until you have seen it through from start to finish. Additionally, you anticipate all your internal/external customer needs, being initiative-taking rather than reactive.
• People person & collaborative: you enjoy collaborating with team members and welcome the opportunity to interact with customers.
• Effective Multitasker: you are energized by shifting priorities; engaging multiple projects at once (no problem) without compromising details.
• You thrive and deliver in a high-pressure environment.