Executive Director - San Diego
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 Strategic Partnerships Executive Director (ED) position is located in the San Diego, CA area.
The ED will be responsible for creating enterprise / institutional level partnerships by combining pan Pearson offerings into solutions to meet the institution’s strategic needs. The ED will report directly to the Western Region Vice President of Strategic Partnerships.
This is a remote/home-based position and an ideal job incumbent will be located in San Diego. Relocation is not available for this position.
●Effectively conduct and manage all phases and aspects of consultative selling: discovery, analysis, synthesis, solution definition and presentation, and negotiation.
●Quickly research, learn, understand and network with all key institutional stakeholders in decision making positions (departmental/divisional/executive).
●Continuously use qualitative decision criteria to evaluate the viability of each opportunity and make collaborative decisions to pursue only those that fit mission and purpose.
●Be a strong team player within the Strategic Partnerships group but also actively utilize the local sales team members to develop relationships and opportunities within the territory to increase pipeline opportunities and drive partnership close ratio.
●Effectively communicate internally and externally with prospects and colleagues on current industry issues in the Higher Education industry and at each key institution within the territory.
●Demonstrate leadership in sales process by directing all internal and external stakeholders involved in order to ensure advancement of the opportunity.
●Summarize and communicate follow-ups and next steps for every prospect interaction with respectful requests for confirmation.
●Exemplary client service.
Essential Skills and Qualifications
●A Bachelor's degree or an equivalent combination of education and successful work experience.
●A minimum of 5 years of increasingly successful sales achievement.
●Experience selling in the higher education market.
●Demonstrated proficiency in MS Office, CRM and Sales Reporting tools.
●Accomplished in pulling out customer needs, coordinating decision processes and consulting within the Higher Education institutional framework.
●Possesses a high level of comfort working with highly complex situations where numerous sources of information must be integrated and interpreted and then have the ability to make connections between issues that arise and feasible solutions.
●Proficient in sales account planning and execution; understands financial models and then is able to create the P&Ls that support and demonstrate those models.
●Thinks strategically and creatively when presented with ambiguous opportunities and is able to be analytical in pursuit of new opportunities.
●Skilled in identifying, organizing, and presenting the necessary data required to support approval of opportunities.
●Able to clearly define and develop opportunities from sales calls and subsequently create and negotiate contracts with efficiency.
●Has an inherent ability to build trusting relationships with customers and internal staff and then to maintain those relationships by being empathetic and understanding of their individual needs.
●Ability to quickly learn and understand departmental/divisional/executive positions and then communicate those professionally with those involved to obtain a positive result for the customer.
●Excellent communication skills and ability to communicate with Executives.
●Proven aptitude to work independently and to coordinate a sales team.
●Ability to travel as may be required within or outside the assigned territory region. (Up to 50% travel).
Primary Location: US-California
Organization: North America
Employee Status: Regular Employee
Job Type: Standard
Shift: Day Job
Job Posting: Nov 14, 2016