Senior Account Manager

US-CA-San Diego | Sales

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Job Description

This position can be hired in any of the following markets: San Diego or Dallas-Fort Worth.

About ACTIVE Network:

At ACTIVE Network, we are building solutions for all types of activity organizations helping them automate, simplify and grow their businesses. Our cloud technology powers business events and conferences, community programs, parks departments, local attractions, faith-based organizations, sports events, and outdoor activities. We deliver technology that changes the way the world gets active.

But ACTIVE is more than a technology company. It’s a company of passionate people that live to be ACTIVE. We are inspired by our customers. We are fueled by challenge. As a member of the ACTIVE team, you must embrace our exciting work-hard, play-hard environment and bring your passion, dedication and creativity each and every day. ACTIVE’s team members are focused on results and committed to excellence. Together, we are making the world a more ACTIVE place.


Title                            Senior Account Manager

Department              Active Sports, Field Sales, Account Management

Reporting To           Senior Director

Location                   San Diego

Travel                        6-10 trips per year including some weekends (e.g. client                                               conferences, remote trainings)



Provide client relationship management for various strategic accounts including national governing bodies, in the participatory sports and endurance domestic and international markets.


This individual will be responsible for growing and maintaining an assigned set of accounts for the Active Sports team, by actively and aggressively selling additional value-added products, services and offerings.


The Senior Account Manager will be responsible for attaining a set monthly, quarterly and annual revenue quota, as well as responsibility for keeping attrition rates below a set level as outlined by management. 


Other responsibilities include, but are not limited to: Providing monthly and/or weekly reporting summaries, attending weekly team meetings as requested, attending weekly 1-1’s with the team manager.


Duties & Responsibilities


Client Relationship Management

  • Act as primary business development point of contact for various strategic accounts;
  • Coordination and leadership of all Active reources both domestic and as needed, international to ensure clear communication with client
  • Develop and maintain complete knowledge of client’s business and a thorough understanding of the competitive landscape
  • Stay abreast of changes and trends in the client’s industry and markets
  • Maintain positive relationship with clients; identify key points of contact     where relationship needs attention and proactively work to improve those relationships
  • Become a trusted business advisor for clients; develop a partnership rather than a vendor relationship
  • Ensure appropriate prioritization of account relative to revenue generated, opportunity, importance of relationship, organization size, type of agreement
  • Ensure that all company personnel are aware of the tier status and accompanying service levels required to maintain client satisfaction
  • Long term strategic planning with client to ensure Active goals for client are aligned with client; regular communication of client needs and goals to key internal Active personnel
  • Conduct regularly scheduled relationship review meetings with the client

      to:  review accomplishments, ensure clear immediate and long term goals,            and measure current client satisfaction rating


Client Support

  • Maintain a current knowledge base regarding all Active Network  tools technology, marketing and media services as potential or existing offerings to clients;  seek to expand  that knowledge base as solutions evolve over time
  • Promote adoption of current registration tools and technology to client and drive adoption and conversion at the local level
  • Proactively find new ways to grow Client’s business and expand revenue production via utilization of Active Media & Marketing solutions
  • Encourage utilization of Professional Services for product training, technology issue resolution and system upgrades and enhancement implementation


Inside Sales

  • Contribute to Inside Sales team prospecting effort by generating leads and referrals
  • Work with Organizations Marketing team to empower local sales team efforts


Sales to Existing Clients

  • Regularly conduct needs assessment with the client
  • Proactively seek out opportunities to expand the products and services sold to the client           
  • Balance long term objectives and goals of the client organization with Active        existing solutions versus known Active future solutions
  • Act as a Trusted Business Advisor for client  during the sales process
  • Create solutions pricing proposals and present to client
  • Negotiate pricing and contract terms and conditions; utilize assistance from team leadership where appropriate based on pricing negotiation guidelines based on client size, opportunity size and account importance
  • Coordinate all aspects of the sales process between various Active Network functional groups including but not limited to Sales Management, Legal, Finance, Professional Services and Technology/Development


Technology Resource Alignment

  • Maintain a clear understanding of all technology development roadmaps for all strategic accounts;
  • Act as liaison with key points of contact on client business side to set proper expectations for delivery of roadmap items
  • Communicate with technology development team management to ensure account roadmaps are appropriately resourced and planned to ensure satisfaction of client
  • Communicate with professional services team management to ensure consistency in setting of expectations and delivery on timelines with client


Administrative and Personal Development

  • Utilization of company CRM tool (SalesForce) for entry of all client information, current solutions, key goals and objectives for the account over time
  • Tracking of recurring revenue book of business and new bookings revenue and reconciliation with manager on monthly basis
  • Coordination of all resources necessary to ensure client satisfaction including any and all international resources needed for those clients with international presence
  • Proactively seeking training and development opportunities as currently offered by the company;  seeking out assistance in developing a career plan and requesting resources and training and development opportunities outside the company if necessary


Skills & Requirements


·         Minimum three years expertise in selling and/or supporting web based technology solutions

·         Experience selling and/or supporting web based media and marketing solutions

·         Minimum two years experience working with and supporting large, complex  strategic clients

·         Proven track record of at least three years selling or up-selling and retaining a client base

·         Proven ability to work across multiple time zones effectively including international time zones

·         Experience planning and implementing strategic planning for a client with international offices, events and ongoing expansion

·         Willingness to travel internationally as needed

·         Must be team oriented, with the ability to work independently

·         Identifiable sports participation background highly preferred

·         College degree or equivalent


Required Skills

·         Excellent computer systems knowledge, preferably with data-driven, online applications

o   Proven aptitude for learning software applications

o   Proven ability to explain software application functionality and train a customer effectively

·         Excellent verbal, written and interpersonal communication skills

·         Proven ability to develop and deliver professional presentations targete to both small and large audiences

·         Ability to train groups on software applications a plus

·         Active listening skills

·         Proven project management skills demonstrating  attention to detail, organization, communication;  ability to deliver a project on time and under budget

·         Strong MS Office skills – Excel, Word and Powerpoint skills are essential

·         Proven ability to create winning proposal documents


Physical Requirements

These requirements may or may not apply to every position; this is intended to provide a suggested guideline.

  • Constant sitting at desk
  • Occasional walking & standing
  • Frequent bending and twisting of neck to read documents on desk and computer monitor
  • Occasional reaching below shoulder level
  • Occasional lifting and carrying of < 10 lbs
  • Repetitive hand manipulation which includes:
    • Simple grasping of paperwork and mouse
    • Simple crimping of paperwork
    • Fine hand manipulation to use keypad, 10-key pad, and mouse


Perks and Benefits:

Great work environment and awesome co-workers.

Competitive compensation + benefits, including medical insurance and 401k with matching.

ACTIVEx, our award winning employee participation program, will help you grow personally and professionally.

Our ACTIVE Advantage program will help you save on activities, gear and travel. 


ACTIVE Network is an equal opportunity/affirmative action employer.