Regional Sales Manager

POSITION SUMMARY

The RSM is accountable for territory revenue driven by these motions, direct sales where appropriate and productive resource utilization. Success is defined less by what the RSM personally closes and more by how well the RSM directs, enables, and holds accountable the sellers, branches, and partners operating in the territory. The position requires channel management discipline, branch-level relationship ownership, Partner Program execution, and the judgment to know when to sell directly versus when to scale through the Reps.

KEY ACCOUNTABILITIES

• Lead the Rep Firm Channel in Territory: Manage, enable, and hold accountable the Rep Firm Reps operating in the territory. Build joint territory plans with the Reps, run a weekly cadence, drive partner adoption, and use sell-through data to manage their performance. The RSM is the leader of the sellers in the territory and executes the Rep Firm strategy set at the corporate level.
• Own and Drive National Dealer Branches: Serve as the named RSM contact for every National Dealer branch and local sales team in territory. Support and drive sales inside these large enterprise security dealers and integrators, execute every corporate-led play at the branch level, and surface field intelligence back to Strategic Accounts leadership.
• Grow the Partner Program Through Distribution: Recruit, enroll, certify, and develop indirect security dealers who buy through distribution. Drive Partner Program enrollment and tier progression and use distributor sell-through data to find buyers worth growing.
• Own Regional Distributor and Direct OEM Accounts (Direct): Act as the primary, direct account owner for every Regional Distributor in territory (single-territory distributors under $25M in annual revenue), including relationship, planning, and revenue growth.
• Revenue Accountability: Own and deliver the territory revenue quota across all four motions. Influence product mix, solution expansion, and Inovonics Intrusion System (IIS) adoption throughout the territory.
• IIS (Inovonics Intrusion System) Adoption: Drive introduction and adoption of the Inovonics Intrusion System (IIS) across the Reps, National Dealer branches, and Partner Program dealers in territory. Facilitate warm handoffs to the IIS Sales Specialist, support onboarding and activation, and achieve IIS adoption targets.
• Salesforce Discipline: Log every customer interaction in Salesforce with the required Task Type, keep account plans current on every key account, and maintain accurate channel, branch, and certification data.

REQUIRED QUALIFICATIONS

• 4+ years of experience in territory, channel, or account management, preferably in security, technology, or B2B sales
• Demonstrated success managing through indirect sellers (rep firms, manufacturer reps, or distribution) and driving revenue through a channel
• Experience owning branch-level or enterprise account relationships
• Ability to understand and represent technical products to business audiences
• Strong verbal and written communication; ability to speak effectively to audiences ranging from technical staff to executives
• Excellent organization and time management; ability to lead multiple sellers and partners at once
• Proficiency with CRM systems (Salesforce preferred), Microsoft Office, and enterprise Gen-AI tools
• Ability to travel approximately 2 trips per month
• A valid driver's license and satisfactory driving record are required as a condition of employment. Employees must maintain a valid license and acceptable driving record for the duration of their employment and must immediately report any changes in license status (suspension, revocation, restriction, or expiration) to their manager or HR.

DESIRED QUALIFICATIONS

• Experience managing rep firms, manufacturer reps, or distributor relationships
• Understanding of security industry structure (dealers, integrators, distributors, monitoring)
• Knowledge of commercial intrusion detection, wireless security solutions, or IoT platforms
• Experience with sales methodologies (ValueSelling, Challenger, or similar)
• Demonstrated ability to run channel partner business reviews and territory planning
• Experience with new product launch and adoption management
• LinkedIn proficiency and comfort with social selling

CORE COMPETENCIES

• Channel Leadership: Ability to direct, enable, and hold accountable sellers the RSM does not directly employ, and to scale a territory through others rather than alone.
• Relationship Management: Ability to build trust at the branch and dealer level, navigate complex organizations, and serve as a credible advisor.
• Strategic Thinking: Ability to plan a territory across multiple motions, prioritize where to sell directly versus scale through Reps, and think beyond transactional deals.
• Communication & Influence: Ability to articulate value at multiple levels and influence without direct authority, which is central to managing Reps and branches.
• Accountability & Coaching: Ability to set activity expectations, coach behaviors, and use data to manage performance of Reps and dealers.
• Sales Acumen: Understanding of pipeline management, forecasting, and qualification across direct and indirect motions.
• Organizational Skills: Ability to manage many relationships and cadences simultaneously and keep records accurate.
• Adaptability: Willingness to operate in an evolving model and adjust approach based on territory composition.

Inovonics is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or any other protected characteristic.