Pearson Director of State Adoptions in California

Director of State Adoptions


At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always re-examining the way people learn best, whether it’s one child in our own backyard or an education community across the globe.We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.

The Director of State Adoptions is responsible forall Pearson-related curriculum and instructional resource adoption activity inassigned states and territory. The Director is responsible and accountablefor achieving and exceeding Pearson’s adoption market and revenue objectives totargeted campaigns. Key adoption areas include mathematics, English languagearts (ELA), English Learner (EL), humanities, and science. Candidates for the Directorrole must live in their market.

This position requires a strong curriculum andinstructional resource background with an understanding of how state andlarge-district adoption processes work. Additionally, the role requires theability to work collaboratively and creatively with key state officials,external stakeholders, and internal business units to create customized contentfor statewide adoptions.

General responsibilities include: representing Pearson’sproducts/services in designated territory, including maximizing revenueopportunities, improving market share, developing growth strategies,coordinating marketing plans, and working within assigned operatingbudgets.

This position reports directly to the Market GeneralManager (MGM). Strong and close collaboration with the MGM is expected toensure appropriate organizational resources are leveraged and quality programsare developed and brought to market.


  • Build relationships with other Pearson divisions and develop and oversee integration plans to maximize revenue opportunities and construct solutions that meet customer needs across K-12 offerings, including core and basal and supplemental offerings.

  • Assume responsibility in working with field campaign marketing to assure successful pre-work activities for all upcoming campaigns.

  • Work closely with statewide education agency to understand and influence state adoption criteria and submission and review process.

  • Work closely with statewide lobbyist to represent large education publishers.

  • Successfully submit Pearson curriculum and instructional resources and win approval via statewide review process.

  • Work closely with Pearson Business Unit Leadership in developing a successful strategic plan to win maximum share in respective adoption.

  • Achieve and exceed the Pearson preK-12 sales revenue goal in assigned sales and operational expense budgets. Be accountable for working within assigned sales operational budgets.

  • Work with the Market General Manager to translate vision and strategy into effective sales actions to maximize profitable revenue across all Pearson preK-12 products, services, and solutions within the specified adoption.

  • Work with Specialty Manager and Adoption Specialists to develop winning presentations and schedule and facilitate training.

  • Work with Sales Director and MGM to partner with the highest level of decision makers within assigned districts to present Pearson’s adopted content.

  • Develop strategic opportunity plans including an annual sales plan in support of organizational goals and objectives incorporating articulated customer needs and funding criteria.

  • Prepare sales and pipeline reports showing secured sales, potential sales, and sales opportunity areas implementing the use of strategic sales analytics in assigned accounts

  • Seek new solutions opportunities for growth within adoption. Looking for digital sales and emerging opportunities.

  • Coordinate field input to product management, product development, and marketing groups in advance of sales cycles to ensure Market instructional needs are met with effectiveness and innovation.

  • Provide the Market General Manager accurate information regarding all aspects of the campaign activities (competition analysis, strategy adjustments, sampling effectiveness, market trends, etc.)

  • Assume responsibility for working with both Pearson and customer contract administration to ensure proper representation and implementation of Pearson products and services.



  • 5 years fieldsales experience in an education sales-driven, quality-oriented organization

  • Knowledge andexperience with state and large-district curriculum adoption policies andprocesses

  • Proven successin consistently exceeding sales targets and market share objectives

  • Proven successin managing and leading supporting team members in a complex solution

  • Provenexperience networking with and influencing decision makers within our customeraccounts, as well as influencers in the marketplace.

  • B.A. degree orequivalent experience


  • Ability toinform product decisions based on market factors and adoption requirements

  • Ability to analyzeand respond to key state adoption criteria; align products with market andcampaign strategy

  • Previous successas a strategic sales thinker and an outstanding communicator with a record ofexecuting sales and market plans

  • Flexible andadaptable approach to a changing organization

  • Travel required (25-50%).

Primary Location: US-California

Job: Sales

Organization: North America

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Oct 4, 2016