Enterprise Channel Sales Manager

Position Title: EnterpriseChannel Sales Manager

Functional Group: EMEA

Reports to: Sales Director

Completed by: CB – AH/MP Date: FEB 2026

Purpose of Role

The Enterprise Channel Sales Manager (ECSM) is responsible for successful sales and market development through both the Tait dealer network and direct customer sales to achieve sales penetration objectives within the assigned EMEA territory for the Tait DMR Tier 2 and Body Worn Camera solutions.

The ECSM is responsible for achieving sales targets, identifying new market segments and customer opportunities, and providing partner training and enablement to drive channel sales success. This role reports to the TEMA Sales Director.

Scope of the Role

• Identifies, qualifies, and creates business strategies to support Tait's expansion into new and existing markets across the EMEA region.
• Enables orders and sales through Tait's indirect channel distributors, System Integration Partners, and authorised Tait dealers throughout the assigned territory, covering all vertical markets.
• Acts as a representative for Tait as a product manufacturer.
• Achieves or exceeds assigned objectives including training delivery, marketing lead generation, and order intake metrics.
• Achieves or exceeds assigned sales quota within the defined EMEA territory.
• Assists with selling through to end customers, either directly or through partners, with a particular focus on public safety, co-operative, utilities, oil & gas, and business & industry customers.
• Coordinates the involvement of internal stakeholders including Marketing, System Engineering, Indirect Sales and Channel Management, Services Development, and Operations to ensure partner performance objectives and customer expectations are met.
• Performs product demonstrations for Tait distributors, dealers, and end customers, enabling effective knowledge transfer and partner self-sufficiency with Tait products.
• Addresses technical questions and identifies appropriate system sales engineering resources to resolve issues as required.
• Maintains a strong understanding of the competitive landscape, develops competitive strategies, and clearly articulates the value proposition of Tait solutions.
• Ensures partner compliance with the Tait Channel Partner Program.
• Establishes productive, professional relationships with key personnel at Tait distributors, assigned partner accounts, and indirect sales teams.
• Maintains high levels of partner satisfaction in line with Tait company standards.
• Manages potential channel conflict and works closely with Tait distributors and indirect account managers, demonstrating strong diplomacy and communication skills while adhering to channel partner rules of engagement with the highest level of integrity.

Performance Measurements

• Works closely with regional Tait distributors, Indirect Sales and Channel Managers, and System Integrators to plan joint performance objectives, deal registration targets, sales revenue goals, and key milestones associated with strategic and productive partner relationships.
• Targets strategic end-user customers, creating a sales plan and revenue targets for direct sales within the assigned EMEA territory.
• The ECSM will be based within the EMEA region and will be field deployed to support the assigned territory, working closely with regional Tait distributors, dealers, and other strategic accounts.

Specific Expertise

• 5+ years of proven success in indirect sales.

Confidentiality of Information

During and after your period of employment, you have an obligation to not disclose Tait technological or business information to any persons or organisations if it is not directly relevant to the tasks you are performing for Tait. If you are ever in doubt about any confidentiality issue, first get permission from your manager before you act.

You are also obliged to not use or allow the use of Tait proprietary information in original or adapted form for work in a field that competes with or prejudices the interests of Tait.

Tait retains the rights to the intellectual property that you develop.

Non‑Limitation Clause

This job description is not intended to be a complete or limiting description of the functions that the employee may reasonably be requested to undertake.