Channel Enablement Manager

Purpose of Role

The Channel Enablement Manager (CEM) is responsible for successful sales and market development both through the Tait dealer network and direct customer sales to achieve sales penetration objectives in the assigned territory.

The CEM is responsible for achieving sales targets, identifying new market segments and customer opportunities, providing partner training and enablement channel sales.

This role reports to the TAM Channel Director.

Scope of the Role

• Identifies, qualifies, and creates business strategies for Tait's expansion into new and existing market verticals.
• Enable orders and sales through Tait's indirect channel distributors, System Integration Partners, Tait Direct or authorized Dealers throughout assigned territory.

This includes all verticals.

• Act as a representative for Tait as a product manufacturer.
• Achieves or exceeds assigned objectives including training, marketing lead, and orders metrics.
• Achieves or exceeds assigned sales quota in designated territory.
• Assists with selling through to end customers either direct or through the partner with particular focus on public safety, co-op utilities, Oil & gas and Business & Industry customers.
• Coordinates the involvement of company personnel, including Marketing, System Engineers, Indirect Sales and Channel Managers, Services Development Managers, and Operations Management resources in order to meet partner performance objectives and partners' expectations.
• Performs demos of the Tait products to distributors, dealers and / or end customers, enabling knowledge transfer to these channel partners and / or customers to become self-sufficient with respect to Tait products.
• Address technical questions and identifies system sales engineering resource support to resolve issues as required.
• Understands the competitive landscape, develops competitive strategies and can articulate the value proposition for the Tait products as a preference.
• Ensures partner compliance with the Tait Channel Partner Program.
• Establishes productive, professional relationships with key personnel at Tait distributors and assigned partner accounts, as well as Indirect Sales team.
• Maintains high partner satisfaction ratings per Tait company standards.
• Manages potential channel conflict, works closely with Tait distributors and indirect account managers using excellent diplomacy and communication skills both, internally and externally while following channel partner rules of engagement with the utmost integrity.

Performance Measurements

• Works with the regional Tait distributors, Indirect Sales and Channel Managers, and System Integrators to plan mutual performance objectives, deal registration targets, sales revenue targets and critical milestones associated with a strategic and productive partner relationship.
• Targets strategic end-user customers, creating a sales plan and revenue target for direct sales in the assigned territory.
• The CEM will be based in the US and will be field deployed to focus on assigned territory and interface with the regional Tait distributors, dealers, and other strategic accounts within the territory.

Specific Expertise

• 5+ years of proven success in outside sales.
• Experience selling or interacting with partners / and or customers.
• Strong skills in communication, presentation, and business acumen.
• Demonstrated knowledge of a process for managing a large territory, including demand generation, partner development, forecasting, and quota attainment.
• Must be an aggressive self-starter with ability articulate Tait product and business strategies and create the demand to grow Tait's market share.
• Minimum 5 years of channel or direct sales experience in technology sales.
• Skilled in the use of CRM.
• Up to 65% travel.

Job Posted by ApplicantPro