Business Development Manager - Camera Solutions

We Go Beyond for A Safer World

Scope of Role

Video Solutions Lead (GTM – EMEA)
Location: UK or Western Europe (flexible)
Region: Europe, Middle East & Africa (EMEA)
Type: Full-time

About the Role

We are looking for a commercially driven Video Solutions Lead to support the growth of our body-worn video and digital evidence platform across EMEA.

This is a hands-on role focused on building a repeatable go-to-market motion across a diverse and complex region. You will work closely with regional sales teams to drive strategic opportunities, while also establishing and scaling a partner-led channel.

The role sits at the intersection of video technology, enterprise sales, and SaaS, and is ideally suited to someone with experience in body-worn video, VMS, CCTV, or adjacent security technologies.

What You’ll Be Responsible For

Direct Sales & Opportunity Support (approximately 50%)

• Support and help lead high-value sales opportunities across public safety, government, and enterprise customers

• Partner with regional sales teams to drive revenue and increase win rates

• Position video solutions within broader use cases such as security, compliance, incident management, and operational workflows

• Support integration-led opportunities across VMS, command platforms, mobile, and evidence systems

Channel Development (approximately 50%)

• Identify and onboard channel partners across EMEA including security integrators, CCTV/VMS partners, and resellers

• Support the development of repeatable partner-led sales motions

• Deliver partner enablement including product and solution training, demo support, and sales tools

• Help drive higher-volume deals through a scalable partner network

Pipeline & Market Development

• Build and maintain a strong pipeline across key EMEA markets

• Work with marketing on targeted campaigns, industry events, and vertical plays

• Support pipeline tracking and improve forecast accuracy

• Identify priority countries, verticals, and routes to market

SaaS & Commercial Growth

• Support growth in recurring software and cloud-based services

• Increase SaaS attach rates across deployments

• Assist in structuring subscription and multi-year agreements

• Contribute to the shift toward a SaaS-led commercial model

What Success Looks Like

• Strong contribution to regional pipeline growth and deal execution

• Early traction with channel partners contributing to revenue

• Increasing SaaS adoption and attach rates

• Clear progress toward a repeatable, scalable go-to-market model

What We’re Looking For

• 5 to 8 years’ experience in sales, business development, or go-to-market roles

• Background in body-worn video, VMS, CCTV, or security technology

• Experience selling into public safety, government, or regulated environments

• Exposure to channel or partner-led sales models

• Understanding of SaaS or hybrid hardware and software solutions

• Comfortable supporting complex, multi-stakeholder sales cycles

Key Attributes

• Commercially driven and results-focused

• Hands-on and comfortable in a build-phase environment

• Strong stakeholder engagement across technical and non-technical audiences

• Able to operate across multiple countries and cultures

• Practical, solutions-oriented mindset

Why Join

• Be part of a growing business in the video and security technology space

• Work across a diverse and high-potential EMEA region

• Gain exposure to enterprise, public safety, and channel-led sales models

• Opportunity to grow into a regional leadership role over time

Personal Competencies

Profile

• A self-motivated individual.

• Must be capable of working with minimal technical input from customer.

• Able and willing to work as part of a team.

• Is open to suggestions from others for new ways of doing and looking at things.

• Capable of working with minimum supervision.

• Prepared to travel.

Responsiveness

• Is open to others’ suggestions, changing their views when justified

• Is positive when faced with problems, initiating the seeking of a solution

• Gives confidence that they will deal with issues

• Initiates action and pushes things through to completion

• Suggests improvements to processes

• Has sustained energy, applying consistent effort to achieve the objectives

Open Communication

• Makes time for people to discuss issues

• Is easily approachable and makes people feel welcome

• Listens to others’ viewpoints, reflecting back what they have said

• Focuses on the key issues

• Communicates confidently and builds rapport with the audience

• Keeps relevant parties appraised of progress

• Prepares papers outlining the costs and benefits of various options

• Culturally adept with good people skills. The Sales Engineer will be expected to meet with customers internationally both with and without Sales Professionals in attendance.

• Able to generate and deliver presentations for solution proposals to internal and external customers. Thinks about the audience and the information they need.

• Able to communicate complex technical concepts to non-technical people.

• Good interpersonal and communication skills are essential.

Written Communication

• Thinks about the audience and what information they need

• Conveys a clear message through the accurate use of grammar and spelling

• Maintains accurate records of issues and progress

• Uses templates and other resources

• Methodically lays out all the steps and information required

Interpersonal Skills

• Able to establish and maintain rapport with individuals and team

• Adaptable and receptive to new ideas

• Willing and able to adjust to changing demands and circumstances

• Remains calm, objective and in control in stressful situations

• Maintains a stable performance under pressure

• Accepts criticism without becoming over defensive

• Excellent communication skills, and the ability to work co-operatively with teams on differing time zones.

• Empathy for the customer and regional staff and the ability to communicate that.

Planning

• Plans approach and systematically implements process.

• Makes sure on daily basis that priorities are clearly in line with overall plan,

• Follows through to ensure tasks are completed.

• Maintains accurate records of issues and progress.

Time Management

• Ability to multi-task and manage competing priorities under time pressure.

• Meeting customers’ deadlines is essential. Once a commitment to generate work is given, delivery must be within the agreed time to the agreed quality.

Self-Development

• Demonstrates ability to be self-directed and motivated

• Takes responsibility for own development

• Actively pursues learning and career development opportunities

• Seeks out and acts upon feedback on own performance

• Has a stable temperament and never allows work to get on top of their performance

• Keeps abreast of changes in technology.

• Undertakes and attends both internal and external courses to keep up-skilled in both technology and sales software tools.

Organised

Sets priorities through thinking about the implications of issues for customers and Tait’s business; escalates urgency where appropriate; anticipates needs and prepares before they need to respond to issues; uses issue tracking systems to get action; monitors and follows up to maintain progress and identifies further opportunities; takes responsibility for getting things done.

Tait product where-ever possible.

Keeps Informed

Keeps relevant people informed of progress, issues, or changing requirements that impact on them; provides clear information and communications; confirms verbal discussions or understandings in writing; feeds back market information to internal clients within Tait.

Convincing

Presents a well-argued case for proposals; highlights the benefits of Tait features; accesses supporting material and references to back up proposals; identifies selling points of decision makers and