Pearson Sr. Director of Sales, APAC Region in Australia, Australia

Sr. Director of Sales, APAC Region


Senior Director of Sales

We are looking for an experienced and seasoned sales leader with aproven background in leading international sales teams to oversee all salesoperations for the Asia Pacific (APAC) region of the Certiport business unit.

The Sr. Director of Sales (APAC) will lead an in-marketprofessional sales team of 10 full-time sales and support personnel. In FY16 theAPAC Sales team was responsible for $17 million in total annual sales. Thisinternational sales team is responsible for selling a full suite of college andcareer entrant IT certifications product through strategic partners as well asdirect to government and corporate customers at both local and national accountlevels in their assigned geographic territories.

The Sr. Director of Sales is primarily responsible to lead thestrategic sales efforts of the APAC Sales Team in achieving their annualassigned quota through sales metrics, incentives, and performance plans of his/hersales team. However, he or she is also responsible to coordinate with otherCertiport Sr. Staff to ensure availability of appropriate products and tools,quality customer support, effective marketing support, and other criticalcustomer facing needs to ensure high customer satisfaction and renewal rates inthe APAC region.

The Sr. Director of Sales is also the strategic representative andface of the APAC Certiport business to key partners and sponsor clients (suchas Microsoft, Adobe, and Autodesk), as well as the company’s primary presenterand spokesperson at key international shows and events for the Certiportbusiness in the APAC regions.

Finally, the Sr. Director of Sales for the APAC Region is anexecutive role that sits on the Certiport Sr. Staff and acts as a criticalvoice in helping the General Manager of Certiport in setting both the strategicdirection and future growth plans for the future success of the Certiportbusiness of Pearson-VUE world-wide.


Key Duties

50% - Sales Management and Leadership

  • Drive achievement of sales and revenue quotas for the APAC sales teams.

  • Set strategic sales direction and planning for the APAC sales teams.

  • Provide daily leadership and management support for the APAC sales team & deployment staff.

  • Coordinate with key international partner and client sponsor sales leaders and deployment specialists to close large account deals and achieve regional quotas.

  • Participate on key customer sales calls (both via phone and in-person) to resolve customer questions or concerns or to present corporate direction or decisions at the executive level.

  • Oversee all sales plans and sales compensation elements of the APAC Sales Team.

  • Hold weekly all-hands forecasting update and motivational meetings with entire sales team.

  • Ensure sales leaders are meeting their weekly and monthly sales metrics and quotas by team.

25% - Team Performance Management

  • Participate in weekly Certiport Sr. Staff and other sr. leadership coordination meetings based in American Fork, UT.

  • Manage weekly and monthly sales forecast reporting for the APAC region.

  • Ensure regular interaction with sales directors in one-on-one meetings and staff meetings to manage sales activity and results.

  • Coach and mentor sales leaders to deliver top sales results in their assigned regions.

  • Evaluate and manage staff performance and help develop overall team sales skills.

  • Hire and train new sales staff in partnership with sales leaders.

15% - Sales Support:

  • Present on behalf of the Certiport Business at key APAC industry events or meetings, to both internal and external audiences.

  • Travel throughout APAC region with sales directors and staff to relevant trade shows and sales meetings to close sales and train sales staff as needed.

  • Drive utilization of CRM tools to track and forecast sales opportunities in the APAC Region.

  • Ensure that our local partners, solution-providers, as well as dedicated sales staff, customer service, on-boarding, and technical support teams provide appropriate on-boarding and support for APAC customers.

  • Support General Manager of Certiport as needed in various management and strategic planning meetings as assigned.

  • Coordinate with local Pearson VUE and Pearson sales leaders to ensure a coordinated go-to-market presence that will drive the growth of the Certiport offering and the larger IT business of Pearson VUE.

10% - Other duties as assigned/ Education and Experience

  • Experience of direct international sales management experience in the education, learning, or IT certification industries preferred.

  • Proven sales experience in working with large international ministry of education accounts

  • Strong familiarity or experience with the IT Certification industry, specifically with college and career entrant certification products preferred.

  • Bachelor’s degree in a Business or Marketing or related field required (Master’s degree preferred).

  • Strong established contacts with the Microsoft Public Sector Sales team within the APAC region preferred.

Knowledge, Skills and Abilities

  • Proven experience in dealing with multiple cultures and languages in a sales setting

  • Excellent to exceptional oral, written, and presentation skills

  • Proven sales leadership skills (capacity to motivate and inspire a sales team)

  • Proven history of accurate sales forecasting and reporting skills

  • Confident/capable in working with CXO level leaders in a sales environment

  • Performance driven and results oriented personality

  • Work well under heavy sales/quota pressure consistently

  • Proven understanding of telesales and direct sales models

  • Able to quickly develop trusting and cooperative relationships over the phone and in person

  • Knowledge of computer systems and Office apps required (Microsoft Applications)

  • Proven knowledge of Salesforce as a primary customer relationship management tool

  • Knowledge of education, training or certification products preferred

  • Proven record of meeting quota and sales goals

Reporting Structure

  • This role reports direct to the General Manager of the Certiport Business Unit of Pearson-VUE.

Travel Requirements

  • This role requires up to 50% travel or approximately 2 weeks out of every month for in-person customer visits and trade show attendance and other international events or meetings.


Primary Location: AU-Australia

Job: Sales

Organization: Assessments VUE

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: May 19, 2017

Req ID: 1708769