Director, New Partnerships

This is an in-person position. Remote work will not be considered.

Summary

JMI Sports is seeking an experienced sales leader who can conceptualize, develop and secure key corporate sponsorships, marketing and digital media partnerships with companies wishing to maximize their relationship with the San Diego State University Athletic Department. The right applicant will have proven success personally developing and securing key corporate sponsorships, closing marketing deals, and securing media partnerships.This position will work with the property sales team to increase account coverage and develop innovative opportunities for collaborative sales and overall property success. Must have a high level of aptitude in developing collaborative relationships and adaptive deal-building, quickly grasping the full potential of bundling athletics opportunities, and constantly providing innovative ideas and solutions to the property team. A successful applicant will embrace and aggressively integrate social media and technology into new programming and inventory development. Must possess strong, senior level corporate relationships locally and regionally. Must maintain excellent relationships with top university administrators, Athletics staff, and coaches. Strategic planning, entrepreneurial talent, and employee development skills are also highly desirable.

Operating locally as SDSU Athletic Partnerships, our team is located in Mission Valley - San Diego, CA, imbedded with San Diego State University Athletics staff. This in-person, full time position requires occasional regional and national travel. SDSU Athletic Partnerships team also frequently meet at JMI Sports company headquarters in Del Mar, CA to collaborate with other sales teams in the region, national sales, and company leadership.

JMI Sports is an Equal Opportunity Employer seeking diverse, qualified candidates to join our team. We offer competitive salary, commensurate with experience, and a generous benefits package that includes: rich medical, dental, vision, life and disability insurance plans, paid vacation, paid family leave, and an employer sponsored 401k plan.

Responsibilities

• Collaborate with leadership on priorities and approach to the market
• Research and identify industries and organizations to solicit for sponsorship of targeted events
• Leverage relationships with top brand decision makers and their advertising agencies
• Develop, create, and sell sponsorship and marketing solutions that exceed the needs of the client
• Secure and conduct face-to-face sales meetings by leveraging relationships as well as through cold calling
• Provide financial analysis of sponsorship deals detailing gross fee, activation costs and net sponsorship
• Negotiate and close sponsorship deals
• Work with University leadership and Company general counsel through contract execution
• Engage in industry and competitor analysis to highlight category trends and competitive dynamics
• Monitor productivity/quotas of sales staff and manage direct reports in achieving and exceeding goals
• Facilitate Key Partnerships relationship management with sponsors, including ensuring exceptional fulfillment and activation results
• Participate in campus and gameday events to share and highlight the collegiate sports experience with existing and potential sponsors
• Maintain detailed CRM of sponsorship sales and contract related activities
• Collaborate with property staff, sponsors, vendors, and appropriate university personnel to ensure excellent implementation of sponsorships and contract fulfillment
• Consistently demonstrate a commitment to team collaboration and overall property success
  
  

Qualifications

• 8+ years successful and creative sponsorship sales experience
• Key relationships with senior level marketing executives with national/regional brands
• Knowledge of sponsorship programs that include content development and distribution for radio, television, websites, digital and social media
• Understanding of sponsorship sales, event marketing and activation, as well as media/advertising buys
• Experience in developing, pricing and managing sales of bundled assets
• Excellence in pitching, negotiating and closing six and seven figure sponsorship deals
• Ability to communicate value of sponsorship vs. pure media as a marketing solution
• Success quickly earning trust, developing strong peer level relationships and working in a team environment
• Ability to recruit, manage, motivate and retain top-notch sales talent
• Exceptional communication and presentation skills
• Great attention to detail and accuracy
• Highly proficient in Microsoft Office
• Applicants with experience using a comprehensive CRM system, particularly KORE, are preferred
  
  

About Jmi Sports

JMI Sports JMI Sports is a leading media rights and venue development company that provides management of collegiate multimedia rights, sponsorship sales agency representation, and project management expertise for the development of collegiate and professional sports facilities. The company serves to maximize each client’s economic potential through customized initiatives, from marketing and branding solutions to facility design strategies. JMI Sports’ signature collegiate multimedia rights partnerships include the University of Kentucky, the University of Utah, UCLA, the University of Pennsylvania, the University of Pittsburgh, Harvard University, DePaul University, Columbia University, San Diego State University, University of California at San Diego, and joint-venture properties of the University of Georgia (with Learfield), and University of Notre Dame (with Legends). JMI Sports also represents multimedia rights for several conferences, including the Ivy League, the Mid-American Conference, the Mountain West Conference, the Patriot League and the Atlantic 10, and serves as third-party sales representation for premier sports properties, venues, and events including the Breeders’ Cup, Rupp Arena at Central Bank Center, the Rose Bowl, and the Penn Relays. JMI Sports was founded in 2006 by CEO Erik Judson and technology entrepreneur John Moores, former owner of the San Diego Padres.

To learn more, please visit www.jmisports.com.