Business Development Manager - Camera Solutions in Cambridge

• 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 Saa S, 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
• Saa S & Commercial Growth
• Support growth in recurring software and cloud-based services
• Increase Saa S attach rates across deployments
• Assist in structuring subscription and multi-year agreements
• Contribute to the shift toward a Saa S-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 Saa S 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 Saa S 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 tailors their message accordingly; follows-up to provide further assistance if necessary and identify further opportunities.

Being Tait

Builds business focused relationships which facilitate the sharing of information, the smooth delivery of services and constructive resolution of issues; creates relationships which make it easy for people to work with Tait; leaves contacts with the Tait brand, of being great to work with; develops effective team-based relationships which facilitate the flow of information.

Tenacity

Prepared to do what it takes; puts in the hours; takes the initiative and works with others to solve problems or remove barriers to successful job completion; passionate about finding solution to communication issues; lives and breathes the job; keeps skills up but recognises when someone else has more appropriate skills; doesn’t seek to achieve at the expense of other team members; drives to achieve team goals.

Reporting Relationships

Reports to

Sales Director

Reporting Roles

None

Peers

• TEMA Sales team
• Occupational Safety and Health
• All staff have an obligation to follow Tait policy and procedures. You are required to:
• Ensure you know evacuation procedures and the whereabouts of fire exits and fire extinguishers,
• Know who is your first-aider and fire-warden in your area.
• Use Company supplied protective equipment/clothing where necessary.
• Immediately report circumstances you consider may present a hazard to yourself or others.
• Report any accident whether minor/major.
• 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.

What's in it for you?

We are an employer that is committed to making a difference for families and communities and supporting people to build rewarding careers.

We achieve this through employing people who connect with our Values (Commitment to listen.

Courage to Act and Integrity to Deliver) that underpin our way of working together.

We are committed to investing in our people, developing both individuals and teams to support a high-performance culture.

• We prioritise your wellbeing through health insurance after 12 months, annual flu vaccinations and extra sick leave in your first year.
• We provide a comfortable work environment through modern office facilities with free onsite parking, gym, and café.
• We recognise your commitment through long service benefits.

• We balance work with fun through our active social club!

About Us

For more than 50 years, Tait Communications has been designing, delivering, and supporting critical communications networks for public safety, transportation and utility customers around the world.

Founded in Christchurch by Sir Angus Tait, we now have a network of customers and offices that spans the globe.

Our employees value being part of a creative team committed to providing technological solutions that make a real difference to the communities we support.

By joining Tait, you'll be joining a community of people with a wealth of knowledge and expertise, who care deeply about their work and the genuine impact it has for our customers, and who support each other to grow and develop.

Diversity & Inclusion Statement

Tait Communications is committed to fostering a diverse, equitable and inclusive workplace where everyone feels valued, respected and empowered to succeed.

We are encourage applications from all backgrounds to apply.

How to Apply

Sound like your kind of role?

If you are looking to take the next step in your career and are ready to work for a high performing organization, alongside talented people, please submit your application with CV and cover letter via our online careers site.

Only applications submitted through the official application process will be considered.

Applications will be assessed as they are received, and your CV will be held unless you contact us to request this to be removed.

For more information about the company, our products and solutions offered to our customers, please visit our website: www. taitcommunications. com

We are encourage applications from all backgrounds to apply.