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.

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 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.

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

• 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.