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:Own the Territory CompletelyAccountable 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 CoverageActively pursue:Run-rate and smaller transactional opportunitiesMid-sized projectsLarge, complex vertical-driven initiativesFocusing only on large projects at the expense of day-to-day business is unacceptable.Hunt ConsistentlyProactively create new opportunities through:End-user engagementACE engagementIntegrator and distributor activityVertical target outreachCreate continuous pipeline, not an occasional activity.Execute Vertical PrioritiesPrioritize 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 UpdatesProvide accurate, timely updates on assigned vertical projects and targets.Maintain current Blue Sheets (or the approved opportunity tool) and demonstrate real progress.Collaborate Without ConfusionReport 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 EffectivelyBuild and maintain productive relationships with integrators and distributors.Leverage channel partners s to uncover, pursue, and close opportunities of all sizes.Be Present and PreparedEngage end users and partners professionally and confidently.When VSM’s or leadership join opportunities, you are prepared, aligned, and leading the account strategy.
