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Pearson Enterprise Account Executive in Arizona

Enterprise Account Executive


We are the world’s learning company with more than 24,000 employees operating in 70 countries. We combine world-class educational content and assessment,powered by services and technology, to enable more effective teaching and personalized learning at scale. We believe that wherever learning flourishes so do people.

The responsibility of the Enterprise Account Executive is to drive account-based revenue growth strategy and serve as the primary relationship point of contact between Pearson and C-suite/D-suite and other decision makers at assigned accounts with enterprise level contracts meeting the minimum threshold for sales and service capabilities. The goal of their work is to drive annual revenue growth at their assigned accounts.

EAE builds trust between the two organizations by enabling alignment to Pearson business capabilities and creating value in the partnership.

The key accountabilities for the role include:

●Serves as primary sales contact and trusted business advisor to executive suites at their key accounts

●Engages Professional Services Team for implementation and Services scoping; is the Professional Services Team’s escalation point to the Csuite for implementation challenges.

●Negotiates and finalizes contract renewals

●Defines and orchestrates sales strategy to maximize subscription-based revenue capabilities

●Engages Professional Services Team to scope and deploy appropriate Services resources to expand Pearson footprint and drive account growth

This is a remote/home-based position with approximately 40% travel. Relocation not available for this position.

Set strategic vision for their key accounts

Continuously research, learn, understand and engage with all key institutional stakeholders involved in their enterprise level accounts. Develop political maps and deep understanding of customer critical success factors such that they become an integral consulting partner for the client C-suite as they seek to meet their internal goals.

Work in close partnership with the Professional Services Team to continuously use qualitative and quantitative decision criteria to evaluate the viability of each enterprise level opportunity and make collaborative decisions to pursue only those that fit the mission, purpose, feasibility and profitability metrics.

Is the Professional Services Team’s escalation point into the CSuite (as needed) to resolve any obstacles to a successful implementation roll out.

Effectively represent Pearson suite of enterprise level product and service capabilities and work with customers to co-create business solutions that will help them achieve their goals and drive revenue growth for Pearson.

Build D-Suite relationships aimed at account growth through programmatic solutions.

Stay current to communicate internally and externally on current key issues in the Higher Education sector, state-wide legislative issues and at each key institution they are partnered with within the territory.


Essential Experience/Background

●Minimum 10 years of professional experience, five (5) of which ideally is in a service-oriented consulting or strategic/selling account management role serving Higher Education and five (5) of which is in increasingly successful sales achievement.

●A Bachelor's degree or an equivalent combination of education and successful work experience. MBA desirable.

●Experience selling complex solutions in the higher education market

●Strong sense of purpose and vision

●Agility and adaptability; quick on their feet

●Learning agility – aptitude for learning new technologies and skills.

●Achievement-driven – determination/drive/desire to achieve results

●Initiative-taking; self-directed

●Strong organizational skills and ability to manage across multiple workstreams


●Higher Ed administration experience

●P&L/business leadership

●Management consulting

●People leadership

●Product management

●Experience executing on project/programs

●Experienced with overcoming failure or adversity

problem solving skills

●Ability to quickly engage with and understand departmental/divisional/executive positions, effectively communicate those to internal stakeholders and respectfully guide internal resources to obtain a positive result for the customer and revenue growth for Pearson.

●Demonstrated ability to work collaboratively in an effective team where there is shared “ownership” of C-suite and D-Suite customer roles with the Professional Services Team.

●Demonstrated proficiency in MS Office,, Sales Reporting and light project management tools.

Essential Attributes

●Executive Presence

●Exceptional written, oral and presentational communication skills

●High emotional intelligence and self-awareness

●Has an inherent ability to build trusting relationships with customers and internal staff and then to maintain those relationships through professional empathy and 13 core trust behaviors

●Collaborative Leadership skills: Ability to both lead a team and work as an effective team player; motivated by working in concert with others toward a shared goal

●Holistic Solution Thinking: Possesses a high level of comfort working with highly complex situations where numerous sources of information must be integrated and interpreted and can make connections between issues that arise and feasible solutions.

●Strategic: Thinks strategically and creatively when presented with ambiguous opportunities and able to be analytical in pursuit of new opportunities.

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.

Primary Location: US-Arizona

Job: Sales

Organization: North America

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Sep 10, 2020

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 2008430

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.