דרושים Renewal Manager - Federal ב-Cellebrite ב-ארהב

Responsibilities:

· Design, develop, modify automation processes to deploy large-scale, enterprise-grade applications.

· Partner with R&D, Product Management and Architecture teams to deliver key operational metrics and feedback that support high product availability.

· Investigate reported and suspected outages and other issues.

· Oversee documentation of issues and resolutions. Maintain knowledge base of known issues.

· Produce, oversee production of, and maintain documentation, such as architecture diagrams, System Designs, and Runbooks.

· Work alongside fellow SREs, DevOps Engineers, and developers to solve problems and investigate anomalies.

· Participate in an on-call rotation to help maintain our 99.95% uptime SLO.

Requirements:

· 7+ years of experience working with AWS is required, with a proven track record of building complex infrastructure.

· Strong experience with networking, containerization (Kubernetes) and Linux system administration.

· Deep understanding of Infrastructure as Code (Terraform, Ansible, Cloud Formation etc.)

· Strong experience with Kubernetes preferably with AWS EKS.

· Experience with scaling and maintaining high availability production systems.

· Experience with DevOps release, versioning, build management, automation scripts, CI tools such as GitHub actions.

· Excellent verbal and written communication skills in English.

· Serve as a guide to the team and provide the best practices as a DevOps Tech Lead.

· Must be a U.S. Citizen

Responsibilities:

• Negotiate all facets of renewal contracts. Develop win/win negotiation strategies that maximize contract value while enhancing the customer relationship.
• Identify customer needs and demonstrate account management capabilities to guide renewal closure.
• Maintain an understanding of Cellebrite licensing models to provide both sales and customers assistance in licensing discussions.
• Monitor customer health metrics to identify risks. Develop risk mitigation strategies and guide appropriate actions with partner teams.
• Work with wider team to provide regular and accurate updates on renewal status to management and escalate when needed.
• Connect with customers on multi-year contracts to ensure continued engagement and customer value realization.
• Present renewal proposal and options and notify customers of contract expirations and updates.
• Work with Legal, Deals Desk and Sales Operations to resolve complex issues regarding approval and finalization of executable deals.
• Partner with our Customer Success organization to review customer value achievement to achieve customer product adoption and high use.

• 3 + years demonstrated success in a Renewal Account Management or Inside Sales Executive role, preferably in the Federal – DOJ space
• Experience leading customer retention and adoption of a SaaS product for complex accounts/territories.
• BS Degree or equivalent work experience
• Experience managing contract renewal process and working with Salesforce and Salesforce CPQ
• Experience working in a team environment that requires feedback and interaction with multiple internal and external stakeholders
• Sales Metrics-driven – pipeline building, accurate forecasting, continued attainment of 100% of targets
• Motivated: you are a self-starter & eager to learn
• Accountability: you take full ownership in your role; you understand that the position is crucial growing Cellebrite business
• This is a Hybrid position but candidates must be located in the VA/DC/MD area for required office visits ( 2 days) in Tysons Corner

Company Overview:

Cellebrite’s (Nasdaq: CLBT) mission is to enable its global customers to protect and save lives by enhancing digital investigations and intelligence gathering to accelerate justice in communities around the world. Cellebrite’s AI-powered Digital Investigation Platform enables customers to lawfully access, collect, analyze and share digital evidence in legally sanctioned investigations while preserving data privacy. Thousands of public safety organizations, intelligence agencies and businesses rely on Cellebrite’s digital forensic and investigative solutions—available via cloud, on-premises and hybrid deployments—to close cases faster and safeguard communities. To learn more, visit us at , and find us on social media @Cellebrite.

Position Overview:

As an IT & IS Tier 2 Support Specialist, you will provide enterprise-level technical support.

Key Responsibilities:

• Ongoing support for IT services via tickets, walk-ins, telephone, and remote sessions.
• Services supported:

- Windows, Linux, and MAC OS Endpoints: Laptops, desktops, Virtual Machines.

- Office 365,Intune, Active Directory, Okta.

- Network printers and printers server IP telephony, and conferencing equipment.

• Deep troubleshooting of hardware and software issues.
• Research, diagnose, troubleshoot, and identify solutions to end-user issues.
• Follow standard procedures for escalation of unresolved issues.
• On/Offboarding of employees and changes throughout their lifecycle.
• Supporting large company events remotely through Teams and in-person
• Conference Rooms: Troubleshooting and configuration.

• Based on-site in our Petach Tikva office in Israel, with the ability to arrive at the office every day.
• Service-oriented, self-motivated, and a team player.
• Willing to support users in standby/shifts globally.
• Excellent written and verbal communication skills in English and Hebrew.
• Willingness to learn new IT areas and aspects.
• ·Minimum 1 year of experience working as an IT Helpdesk or Technician team, installing,
• Windows 10/11 workstations: Deploying and supporting Windows endpoints.
• MAC OS: Deploying and supporting Windows endpoints.
• Active Directory: Users, computers, and group management.
• Virtual environment: creating and supporting Virtual Machines and Virtual Desktop Interface
• Basic knowledge & troubleshooting of computer hardware.
• Knowledge and experience with SAAS services: Office 365, Exchange, SharePoint.

Advantages:

Knowledge and experience
:

• Linux OS.
• PowerShell.
• Windows Servers.
• DNS, DHCP.
• Jira and Confluence
• Intune
• Microsoft Entra
• Microsoft Azure

Responsibilities:

• Ensure timely monthly close and accurate reporting.
• Assist in preparing monthly and quarterly reporting packages for the stakeholders and parent company.
• Assist with revenue review and the approval of sales orders.
• Assist with execution of SOX processes and controls, including implementation and testing.
• Assist in processing AP and AR, work closely with shared services to identify opportunities and lead initiatives.
• Perform monthly/quarterly variance analysis and transaction reviews. Maintain all company Accruals.
• Support annual external financial and DCAA audits including the preparation of audit documentation.
• Remain up to date on relevant industry and accounting developments to ensure an ongoing ability to provide informed accounting and business advice.

• Must be a US Citizen and must reside in Vienna VA or Morristown NJ locations. This is a Hybrid role ( 2 days per week in office)
• BA in Finance, Accounting or equivalent; knowledgeable in US GAAP
• CPA Certification - Must.
• Experience with ERP, CRM and BI tools such as NetSuite, QuickBooks, Salesforce, and Unanet.
• Strong Excel skills, Ability to write Macros in VBA
• Prior experience with defense contractor accounting/reporting and DCAA audits.

Characteristics:

• You’re sharp with a positive, can-do attitude- combined with a sense of commitment and strong work ethics.
• Team-oriented: you enjoy working within global & local teams and welcome working in an entrepreneurial organization.
• Leadership and credibility: you are adept and quick at generating a high degree of respect & trust from your stakeholders, across departments, and corporate staff.
• High degree of focus on quality and accuracy,
• You’re motivated to learn, grow, and develop new skills,
• You challenge the status quo and develop new and innovative solutions to improve existing processes or resolve issues,
• Autonomous: you work independently to meet deadlines and manage multiple projects simultaneously,
• Strong communication skills,
• Agile: you adapt to changing priorities and welcomes new challenges and opportunities.
• Cultural adaptability: you maintain a flexible mindset and ability to work efficiently in a multi-culture business environment.

Non-Essential, but "Nice to Have Skills:

• Experience in a fast-moving, high-growth company
• Experience with FOCI Mitigation; Experience working with US Federal Government Agencies providing both goods and services.
• Experience with Zip Procurement software , Experience with JP Morgan Access and with FloQast

Key Responsibilities:

• Lead and execute marketing plans, including major campaign themes, target markets, industry landscape, and product releases.
• Translate technical capabilities into mission-relevant value—especially in scenarios involving vulnerability research and threat detection, investigations, and digital forensics
• Develop and refine product messaging based on analysis of markets, customer needs and win/loss reports to develop messaging and content that differentiates Cellebrite from others in the market.
• Oversee the creation of relevant content for buyer roles in various formats, including white papers, brochures, social media, web pages, and online events to accelerate Cellebrite ABM campaigns.
• Collaborate with cross-functional teams, including product management, sales, marketing, and finance, to ensure that the go-to-market plan aligns with the organization's goals.
• Lead or assist in the creation of enablement content for direct and indirect sales resources (e.g., playbooks, battlecards, call scripts, presentations, training modules, demos).
• Mentor and guide junior and peer team members to ensure consistent and high-quality marketing output.

• 5-7 years of B2B Product, Solution, or Channel Marketing experience.
• Specifically, solutions-oriented approach, not just marketing a product
• Bachelor’s degree required or relevant work experience
• Federal government or defense contractor marketing, digital forensics, or similar industry expertise strongly desired.
• Familiarity with FedRAMP, NIST, or CMMC frameworks is a bonus
• Ability to obtain a TS/SCI clearance or have an active clearance
• Outstanding communication, presentation, and leadership skills.
• Ability to develop content strategies for creating pipeline for new offerings as well as upsell, cross-sell, and account-based marketing programs.
• Proficiency in leveraging channels/social media platforms/marketing tools to connect with sales resources, buyers, and channel partners.
• Understanding how to partner with global regional marketing teams to scale growth and field marketing campaigns.
• Ideal candidate is Collaborative, Analytical, particularly regarding pipeline data and win/loss reports, Rational/logical, Creative , Innovative and Detail-Oriented
• This is a REMOTE position with some office presence each month. Ideal candidates must reside in the Tysons Corner, VA, DC or Maryland area

Responsibilities:

• Ensure timely monthly close and accurate reporting.
• Assist in preparing monthly and quarterly reporting packages for the stakeholders and parent company.
• Assist with revenue review and the approval of sales orders.
• Assist with execution of SOX processes and controls, including implementation and testing.
• Assist in processing AP and AR, work closely with shared services to identify opportunities and lead initiatives.
• Perform monthly/quarterly variance analysis and transaction reviews. Maintain all company Accruals.
• Support annual external financial and DCAA audits including the preparation of audit documentation.
• Remain up to date on relevant industry and accounting developments to ensure an ongoing ability to provide informed accounting and business advice.

• Must be a US Citizen and must reside in Vienna VA or Morristown NJ locations. This is a Hybrid role ( 2 days per week in office)
• BA in Finance, Accounting or equivalent; knowledgeable in US GAAP
• CPA Certification - Must.
• Experience with ERP, CRM and BI tools such as NetSuite, QuickBooks, Salesforce, and Unanet.
• Strong Excel skills, Ability to write Macros in VBA
• Prior experience with defense contractor accounting/reporting and DCAA audits.

Characteristics:

• You’re sharp with a positive, can-do attitude- combined with a sense of commitment and strong work ethics.
• Team-oriented: you enjoy working within global & local teams and welcome working in an entrepreneurial organization.
• Leadership and credibility: you are adept and quick at generating a high degree of respect & trust from your stakeholders, across departments, and corporate staff.
• High degree of focus on quality and accuracy,
• You’re motivated to learn, grow, and develop new skills,
• You challenge the status quo and develop new and innovative solutions to improve existing processes or resolve issues,
• Autonomous: you work independently to meet deadlines and manage multiple projects simultaneously,
• Strong communication skills,
• Agile: you adapt to changing priorities and welcomes new challenges and opportunities.
• Cultural adaptability: you maintain a flexible mindset and ability to work efficiently in a multi-culture business environment.

Non-Essential, but "Nice to Have Skills:

• Experience in a fast-moving, high-growth company
• Experience with FOCI Mitigation; Experience working with US Federal Government Agencies providing both goods and services.
• Experience with Zip Procurement software , Experience with JP Morgan Access and with FloQast

Responsibilities:

• To increase new Business (while maintaining recurring business on high performance)
• Plan work to create sales growth, new account 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 accounts to maintain strong relationships and 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.
• 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, and customer vertical industry, and have an 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.

• 1-3 years of experience in selling SaaS/Software, Enterprise or Public Sector
• Experience in account management, deep knowledge of the customer, their business, and priorities across the organizations 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.
• This is a Hybrid Role, office presence is required 4 times a week in Tysons Corner, VA