4+ years in territory, channel, or account management, ideally in security or B2B sales
Proven success with indirect sellers and driving channel revenue
Experience managing branch-level or enterprise accounts
Ability to convey technical products to business audiences
Strong communication skills for diverse audiences
Excellent organizational and time management skills
Proficient in CRM systems (Salesforce preferred) and Microsoft Office
Responsibilities
Lead and manage the Rep Firm Channel in the territory
Serve as the primary contact for National Dealer branches
Grow the Partner Program through recruitment and development
Act as the direct account owner for Regional Distributors
Own and deliver territory revenue quotas across multiple sales motions
Drive adoption of the Inovonics Intrusion System (IIS)
Maintain accurate records and customer interactions in Salesforce
Benefits
Full-time position with a competitive salary and commission structure
Opportunity for professional growth in a dynamic sales environment
Engagement with a diverse range of partners and clients
Access to advanced sales tools and resources
Supportive corporate culture focused on collaboration and accountability
Full Job Description
Position Title:
Regional Sales Manager (RSM)-Great Lakes
Reports To:
Sr. Director, Strategic Accounts
Department:
Sales
Job Classification:
Full-time, $125k-$155k + Commission
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.
About Roper Technologies
Roper Technologies is a diversified technology company that designs, develops, and manufactures engineered products and solutions for global niche markets. The company operates through four segments: Application Software; Network Software & Systems; Measurement & Analytical Solutions; and Process Technologies. Roper Technologies serves customers in healthcare, transportation, food, energy, water, education, and other markets. The company was founded in 1981 and is headquartered in Sarasota, Florida.
