Regional Sales Manager – Northern California & Hawaii

Sofini Solutions•Sacramento, CA

3d•Remote

About The Position

SONIFI is seeking an experienced Regional Sales Manager to grow its hospitality business across Northern California and Hawaii. This territory-based sales role requires an individual skilled in market development, relationship building, account expansion, and becoming a trusted partner to hospitality customers. The role involves owning the growth strategy for the territory, acquiring high-value accounts, expanding and upselling existing business, and driving customer retention. The Regional Sales Manager will sell SONIFI’s full portfolio while building relationships across various levels of the hospitality industry, including individual properties, management companies, ownership groups, operators, and the broader ecosystem.

Requirements

Four-year degree in Business or a related field, or an equivalent combination of education and work experience.
Minimum of three years of enterprise sales experience, preferably with a systems or software focus.
Direct experience managing large customer relationships and multiple accounts, with a successful history of expanding existing key accounts, driving upsells, and achieving growth quotas.
At least two years of experience selling hardware, content, and/or software within the hospitality industry.
Strong understanding of regional market dynamics and the ability to develop relationships, prospect effectively, and independently prioritize sales activities across an assigned geographic territory.
Excellent listening, negotiation, presentation, and communication skills, including the ability to understand and articulate technical concepts and product specifications to different audiences.
Demonstrated ability to communicate, present, negotiate, and influence credibly and effectively at all levels of an organization, including executive and C-level contacts, while building professional relationships with customers who may have complex or demanding needs.
Experience delivering client-focused solutions based on customer needs and facilitating customer meetings.
Strong business acumen, customer focus, collaboration, negotiation, and a results-driven approach.
Self-motivated and able to operate with minimal supervision.
Competence using CRM systems, sales tools, and related technology.
Practical experience with Microsoft Word, Excel, PowerPoint, and Salesforce is required.
Strong independent judgment to establish priorities and pursue objectives with limited direct supervision.
Ability to make recommendations that balance customer needs with SONIFI’s business goals.
Ability to independently prioritize activities throughout the assigned geographic region and regularly provide Sales Management with updates and recommendations regarding sales activity, strategy, and overall market positioning.

Responsibilities

Develop and execute a territory growth strategy across Northern California and Hawaii, proactively identifying new opportunities, prospecting for new business, expanding existing accounts, and building relationships with key decision-makers and influencers.
Own and actively manage the sales pipeline from prospect through close, maintaining prompt and accurate documentation in Salesforce, forecasting the sales funnel, and balancing prospecting, account management, and CRM administration to achieve and exceed assigned quota.
Maintain a strong physical presence in the market by meeting with hotels, prospecting for new business, conducting customer calls, sales pitches, product demonstrations, and presentations, and facilitating meetings with customers and prospective customers.
Develop trusted-advisor relationships by continually assessing and validating customer needs, solving problems, and building long-term relationships that support retention, cross-selling, and upselling.
Partner closely with Customer Success on QBRs and ongoing customer engagement while coordinating high-priority requests and escalations when necessary.
Become an expert on SONIFI’s products and solutions and ensure the right solution is designed and proposed for both the customer and SONIFI.
Evaluate customer needs and technical solutions with consideration for installability, supportability, customer satisfaction, financial impact, business requirements, and operational considerations.
Collaborate closely with Sales Engineering, Product, Marketing, Finance, Implementations, Support, Operations, and other teams on sales targets, presentations, customer meetings, campaigns, and new business opportunities.
Coordinate with internal departments to ensure site surveys, proposals, rate requests, contracts, and other customer requirements are completed within acceptable timeframes.
Contribute to SONIFI’s strategic planning, including performance objectives, financial targets, and critical milestones.
Stay informed about hospitality industry trends, technology advancements, competitor activity, and changing regional market dynamics, using those insights to identify opportunities and strengthen SONIFI’s position in the market.
Attend relevant trade shows and industry events to generate leads and represent SONIFI positively and professionally.
Serve as a collaborative leader and role model within the sales organization.
Travel of up to 40% is required, or as business needs dictate, including regular travel throughout the assigned territory to maintain a strong presence with customers and prospects.