Regional Sales Manager – Northern California & Hawaii

SONIFI Solutions, Inc.; Napa (CA); On-site; USD 90,000 - 130,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

401(k) with employer match

Paid time off (PTO)

Flexible work arrangements

Professional development opportunities

Pet insurance

On-demand pay

Job summary

SONIFI Solutions, Inc. is seeking an experienced Regional Sales Manager to grow the hospitality business across Northern California and Hawaii. You will own the growth strategy, build relationships with hotels and management groups, and drive high-value account growth.

You will manage the full sales cycle, forecast pipeline, and maintain a strong market presence through in-person meetings, pitches, and product demonstrations. Travel up to 40% is expected.

Qualifications

• Four-year degree in Business or related field with minimum three years of enterprise sales experience.
• Direct experience managing large customer relationships and multiple accounts with growth quotas.
• Experience selling hardware, content, and/or software within the hospitality industry is preferred.
• Strong understanding of regional market dynamics and ability to develop relationships and prioritize sales.

Responsibilities

• Develop and execute territory growth strategy across Northern California and Hawaii, identifying opportunities and building relationships with key decision-makers.
• Own and manage your sales pipeline from prospect through close, with Salesforce documentation and accurate forecasting.
• Maintain a strong market presence by meeting hotels, conducting calls, pitches, demos, and presentations.
• Develop trusted-advisor relationships to support retention, cross-selling, and upselling; coordinate with Customer Success on QBRs.
• Become expert on SONIFI products; design suitable solutions considering installability, supportability, financial impact, and business needs.
• Collaborate with Sales Engineering, Product, Marketing, Finance, Implementations, Support, and Operations on targets, campaigns, and contracts.
• Contribute to strategic planning, analytics, and market positioning using industry trends and competitive insights.
• Attend trade shows and industry events to generate leads and represent SONIFI professionally.

Skills

Enterprise sales

Account management

Upselling

Sales strategy

Prospecting

Negotiation

Communication

Presentations

CRM tools

Education

Bachelor's degree in Business or related field

Tools

Salesforce

Microsoft Excel

Microsoft PowerPoint

Job description

SONIFI is known around the world as the best guest technology provider in hospitality, and it’s all because of the people behind the technology. For more than 45 years, SONIFI has been where employees thrive on collaboration and curiosity, helping hotels solve challenges with patented innovations that shape technology experiences for staff, guests, and the best companies in the industry. For the next step in your career, it’s time to set a new standard with SONIFI.

We’re looking for an experienced Regional Sales Manager to grow SONIFI’s hospitality business across Northern California and Hawaii. This is a territory-based sales role for someone who knows how to build a market, develop new relationships, expand existing accounts, and become a trusted partner to hospitality customers.

You’ll own the growth strategy for your territory, with responsibility for acquiring high-value accounts, expanding and upselling existing business, and driving strong customer retention. You’ll sell SONIFI’s full portfolio while building relationships across individual properties, management companies, ownership groups, operators, and the broader hospitality ecosystem.

What you’ll do

• 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. Your network may include hotel properties, management companies, ownership groups, operators, architects, contractors, FF&E vendors, referral partners, and other hospitality stakeholders.
• Own and actively manage your 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 your 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.

What you’ll need

• Four-year degree in Business or a related field, or an equivalent combination of education and work experience, plus a 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.
• Strong preference for candidates with at least two years of experience selling hardware, content, and/or software within the hospitality industry.
• A 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. You should bring strong business acumen, customer focus, collaboration, negotiation, and a results-driven approach while being 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.

This role requires strong independent judgment. You’ll establish priorities and pursue objectives with limited direct supervision while making recommendations that balance customer needs with SONIFI’s business goals. You’ll independently prioritize activities throughout your assigned geographic region and regularly provide Sales Management with updates and recommendations regarding sales activity, strategy, and overall market positioning.

Together, we can build your future!

We offer a competitive compensation package including health, dental, vision, 401(k) with employer match, paid time off (PTO), flexible work arrangements, professional development opportunities, pet insurance, and on-demand pay.

Equal Opportunity Employer

SONIFI and SONIFI Health are proud to be an Equal Opportunity Employer. All qualified applicants will be considered regardless of age, race, color, national origin, sex, religion, veteran status, disability, sexual orientation, gender identity, or any other protected status.

If you require assistance with the online application due to a disability, please contact Human Resources at 605-988-1000.

SONIFI participates in E-Verify to confirm authorization to work in the United States.