Channel Manager

About Cellebrite 

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.

About the role:

Cellebrite is seeking an experienced Channel Manager to help build, manage, and scale the existing sales channel ecosystem in India. A strong business acumen and the ability to drive and grow business through channels and in collaboration with the respective account manager is considered a key success element for this role. The role will report the Country Manager in India and is a quota carrying role.

Responsibilities:

• Manage the relationship with 5-10 channels to meet their assigned targets and increase new business (while maintaining recurring business)
• Work in collaboration with the account managers to create and execute account plans.
• Drive the assigned resellers to generate and close sales, continue account penetration, and maintain customer satisfaction on a long-term basis.
• Demonstrate advanced knowledge of, and management of, driving channel-based business, implement and execute the day-to-day channel management plans.
• Work in collaboration with the account managers and the assigned channels to develop new accounts.
• Meet or exceed sales order booking objectives through the channels. Build, maintain and manage the pipeline of business through channels.
• Own the Sales, Product and Technical enablement process of the Channels.
• Review Channel performance and develop existing and new relationships as needed.

Requirements:

• 3-5 years of experience in channel management/channel sales
• Public Sector Experience
• Manage the day-to-day relationship with the channels, develop existing channels and onboard new channels if/when required.
• Maintain detailed knowledge of Cellebrite software and hardware products, training offerings, competitive products, customer vertical industry, and have in-depth understanding of the customer goals. Ability to transfer this knowledge in an ongoing fashion to the channels to drive them to close business.
• Ensure the channels submit accurate and detailed sales forecasts and work with the relevant account managers to ensure the CRM reflects the pipeline of those accounts and channels.
• Engage with the account managers, sales operations, engineering, marketing, and senior management as appropriate.
• Develop and maintain detailed account plans for each channel, recommending new products and services to ensure meeting needed business outcomes and taking in account the relevant account plans owned by the account managers.
• Resolve partner conflicts to support smooth business operations when needed.
• Manage and resolve conflicts with channel allocations in collaboration with the relevant account manager.
• Exemplify professionalism at all times and work to become a trusted advisor to our channels and partners.
• Ensure partners make payments on time.
• An empty job that is used for creating requisitions 'from scratch'