Territory Sales Manager 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 (50-70%) as needed to support customer meetings, partner engagement, and key opportunities.

Expectations:

O wn 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 execution and project progression.
• Clear communication and follow-through with both are expected.

Engage the Channel Effectively

• Build and maintain productive relationships with integrators and distributors.
• Leverage channel partners s to uncover, pursue, and close opportunities of all sizes.

Be Present and Prepared

• Engage end users and partners professionally and confidently.
• When VSM’s or leadership join opportunities, you are prepared, aligned, and leading the account strategy.

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 up to 70% travel and requires that the individual reside within the district they represent.

Additional Information

The U.S. base salary range for this full-time position is $92,000-$125,000 + commission. Within the range, individual pay is determined based on several factors, including, but not limited to, work experience and job knowledge, complexity of the role, job location, etc.

• Reasonable accommodations may be made, to the extent they do not pose an undue hardship, to enable qualified individuals with covered disabilities to perform essential functions.
• Indefinite U.S. work authorized individuals only. Future sponsorship for work authorization is not available.
• All of your information will be kept confidential according to EEO guidelines.

At Keenfinity we don’t just build innovative solutions — we shape a smarter, more connected world through technology. We value different backgrounds, ideas, and experiences and we’re committed to growing, learning, and celebrating success as one team. Everyone is welcome here — we foster an environment where everyone is respected, valued, and encouraged to be their authentic self.

Keenfinity is an equal opportunity employer, offering equal opportunities for all. We welcome applications from people with disabilities and can offer support, if needed. When everyone has a chance to contribute, we all do better.