Regional Sales Manager - Northern California

About the role

Join Us as a Regional Sales Manager at Potter Global Technologies - Mass Notification (Valcom). At Potter Global Technologies, we’ve been protecting lives around the world for over 125 years—and we’re just getting started. We’re a global leader in life safety solutions, committed to saving lives through innovative technology and trusted partnerships.

Responsibilities

• Develop and execute a comprehensive territory strategy focused on revenue growth, vertical market penetration (e.g., healthcare, industrial, commercial), and market share expansion.
• Build, maintain, and actively manage a robust sales pipeline, including prospecting, qualification, and advancement of opportunities.
• Identify, target, and onboard new customers while expanding relationships within existing accounts to drive incremental revenue growth.
• Influence consultants, engineers, integrators, and other key decision-makers to position Valcom solutions early in the project lifecycle.
• Effectively manage and grow both distribution and engineered systems channels by training and enabling distributor partners to increase product knowledge and pull-through demand, as well as supporting integrators and end users through solution development and project execution.
• Navigate and support sales within SLED markets, including understanding procurement processes, funding cycles, bid requirements, and contract vehicles.
• Identify and develop opportunities that support recurring revenue or software-enabled solutions, positioning long-term value and lifecycle engagement with customers.
• Conduct ongoing market analysis to identify trends, competitive activity, and emerging opportunities, and adjust territory plans accordingly.
• Deliver compelling, tailored sales presentations and product demonstrations to customers, stakeholders, and influencers.
• Partner cross-functionally with Engineering, Marketing, and Customer Support to align market needs, improve offerings, and support successful deal execution.
• Maintain accurate and timely activity, pipeline, and forecasting data within Salesforce and other systems.
• Represent the company at industry events, trade shows, and customer engagements to promote Valcom’s brand and solutions.
• Manage travel and entertainment expenses responsibly in alignment with company guidelines.
• Perform other duties as assigned.

Qualifications

• A minimum of 5 years of direct or related sales or technical experience in a customer-facing role, preferably in the Audio, Networking, Communications, or Telephony industries.
• Proven track record of meeting or exceeding sales targets and generating new business opportunities.
• Experience working with distribution channels, integrators, or engineered systems sales environments.
• Ability to understand and effectively communicate technical information to diverse stakeholders including sales teams, engineers, installers, and end users.
• Strong software skills including Microsoft Office, Salesforce, and other CRM tools.
• Valid driver’s license and reliable transportation for business travel.
• Ability to travel up to 75% of the time.
• Candidates must reside within the specified geographic territory.
• Demonstrated ability to proactively generate new business and build a strong opportunity pipeline.
• Strong strategic thinking and business acumen with the ability to translate market insights into actionable plans.
• Excellent communication, presentation, and influencing skills across technical and non-technical audiences.
• Strong consultative selling skills, including the ability to identify customer needs and position value-based solutions.
• Ability to work independently with a high level of accountability, ownership, and initiative.

Key Strengths & Skills

• Strong analytical and problem-solving skills with attention to detail.
• Effective time management and organizational skills, with the ability to manage multiple priorities and deadlines.
• Strong listening skills and ability to build trust and long-term relationships with customers and partners.
• Proficiency in Microsoft Office, Salesforce, and other sales-related tools.
• Ability to work remotely in a field-based and home office environment.
• Experience selling into targeted vertical markets such as healthcare, education, industrial, or commercial sectors.
• Experience with specification-based or project-based selling.
• Familiarity with mass notification, communication systems, or related technologies.
• Experience working in a growth-oriented or transformational sales environment.

Benefits That Matter

• Employee Ownership Program – You’re not just an employee—you’re an owner. We share success together.
• Competitive health, dental, and vision plans.
• 401(k) with company match.
• Generous paid time off and holidays.
• Continuous learning and development opportunities.
• Financial Wellness programs including complimentary Certified Financial Planner sessions.
• Recognition programs that celebrate individual and team wins.
• A mission-driven team that supports life-saving outcomes, every day.
• Competitive commission structure in addition to base salary!

Location

This is a full-time, remote position that requires up to 75% travel in Northern California. The expected schedule is 40 hours per week, Monday through Friday, but an occasional shift in hours may be necessary to accommodate project schedules.