Territory Sales Manager - Southern California

Company Description

At KEENFINITY, we are a globally leading provider of innovative and professional security and communication solutions. With over 4,200 employees in over 50 countries worldwide, our ambition is clear: we offer more than just technology – we secure, connect, and amplify the moments that matter in life.

Next to our passion for technology we’re very passionate about our work environment. Based on values such as trust, appreciation, and accountability we all work together to shape the future – boldly, customer-focused and with a strong team spirit.

This is a remote role and must reside in Southern California.

Job Description

The Territory Sales Manager (TSM) is responsible for owning all sales activity within an assigned geographic footprint, including new business development, existing customer growth, and channel expansion. This role serves as the primary point of accountability for driving both run-rate business and larger project opportunities within the territory.

The TSM must balance aggressive hunting for new opportunities with disciplined coverage of existing customers, distributors, and integrators. While the TSM owns territorial execution, they work closely with Vertical Sales Managers to pursue prioritized vertical targets and ensure larger, strategic projects progress effectively.

This role requires strong end-user engagement skills, the ability to coordinate multiple stakeholders, and the discipline to pursue opportunities of all sizes—from smaller transactional wins to complex, multi-stakeholder system solutions.

ESSENTIAL FUNCTIONS

• Own all sales activity within assigned territory, including new business, existing customers, and channel partners.
• Actively hunt for new opportunities while maintaining consistent focus on run-rate and small-to-mid-sized projects.
• Develop and expand relationships with end users, systems integrators, distributors and architects, engineers & consultants (ACE) within the territory.
• Identify, qualify, and drive complex video security opportunities involving multiple stakeholders.
• Execute against vertical targets assigned by Vertical Sales Managers and provide regular updates on project progression.
• Maintain disciplined opportunity management and provide timely status updates using approved sales tools (e.g., Blue Sheets).
• Collaborate closely with Regional Directors and Vertical Sales Managers to align territory execution with vertical strategy.
• Travel within the territory (70%) as needed to support customer meetings, partner engagement, and key opportunities.

Qualifications

QUALIFICATIONS

• High School diploma is required.  A bachelor’s degree in business, marketing or technical discipline is preferred.
• 5 years of industry experience, preferably with a manufacturer, is required.
• Industry affiliations and certification a plus.
• Strong communication skills, solid industry and product specific knowledge, plus the ability to successfully generate and close business.
• Requires 50-70% travel and requires that the individual reside within the district they represent.

EXPECTATIONS

Own the Territory Completely

• Accountable for all revenue, opportunities, and customer activity within assigned geographic footprint.

• No opportunity, large or small, should go untouched or unowned in territory.

Maintain Balanced Coverage

• Actively pursue:
  • Run-rate and smaller transactional opportunities
  • Mid-sized projects
  • Large, complex vertical-driven initiatives
• Focusing only on large projects at the expense of day-to-day business is unacceptable.

Hunt Consistently

• Proactively create new opportunities through:
  • End-user engagement
  • ACE engagement
  • Integrator and distributor activity
  • Vertical target outreach
• Create continuous pipeline, not an occasional activity.

Execute Vertical Priorities

• Prioritize vertical targets assigned by Vertical Sales Managers (VSM’s).
• Engage targets using vertical-specific language and positioning.
• Assigned vertical targets must be actively worked and regularly updated.

Provide Disciplined Updates

• Provide accurate, timely updates on assigned vertical projects and targets.
• Maintain current Blue Sheets (or the approved opportunity tool) and demonstrate real progress.

Collaborate Without Confusion

• Report directly to Regional Director for territory performance.
• Dotted-line responsibility to VSM’s for vertical target execut