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. Own all sales activity within assigned territory, including new business, existing customers, and channel partners. Support representative firms through regular communication, business planning, sales coaching, and pipeline reviews. Maintain active participation in organizations such as CANASA, ASIS, BOMA, IFMA, and other relevant industry groups. 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.