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Pearson Digital Sales Specialist in Denver, Colorado

Digital Sales Specialist

Description

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 responsibility of the Digital Sales Specialist is to partner with the courseware sales team to achieve market share and revenue growth in key markets. They have deep knowledge of assigned content areas, expertise in presenting and discussing how our content and digital solutions can improve classroom outcomes, and the ability to talk in a pre-sales capacity about systems integration with our solutions.

Responsibilities include: strategizing with courseware sales reps around key market share growth or monetization opportunities; field-based traveling with reps at key accounts to accelerate reps’ capabilities and drive close ratios; presenting to key adoption committees to drive close ratios; spearheading key topical campaigns in conjunction with sales leadership; partnering with sales managers and account executives to accelerate the penetration of program-wide solutions; collaborating with peers, colleagues and members of the Services team on continuous improvement efforts; providing customer feedback to Product and Services teams as part of a continuous feedback loop. The goal of their work is to provide to reps the content/discipline/platform expertise needed to close more business in a shorter period of time, and to be an integral part of the product training delivered to the field.

The key accountabilities for the role include: achieving or exceeding their discipline sales target – including both subscription-based sales growth and market share gain accelerating the transition from print to digital; traveling with reps on campus to provide rep training in key product/platform; sales presentations and events for large adoption committees; coaching reps on presentation skills and product/platform/knowledge; achieving revenue through programmatic engagement with professional schools

(Education, Social Work, Business, Engineering, Nursing); collaborating with inhouse teams producing sales training and tools; collaborating with regional enterprise level account specialists and district managers to drive program-wide deals in their areas of focus at Strategic Accounts and Managed Accounts; provide product and customer feedback to internal partners; reinforcing the ways of working between Sales and Services to support a scalable quality customer experience.

This is a remote/home-based position with approximately 60% travel. Relocation not available for this position.

Key Responsibilities:

  • Work with product and marketing teams in respective disciplines to understand core elements of the key products/platforms and the go-to-market strategy and translate that into targeted sales plans for their assigned geographic area.

  • At Emerging Accounts, work in consultation with the District Manager in drive programmatic sales in their respective disciplines. At Strategic Accounts, work with the enterprise level account manager to the same end.

  • Work campus with courseware sales reps to bring content expert credibility to the customer when necessary; participate in customer-facing presentations or events

  • Drive topical campaigns to combat OER and the secondary market

  • Coach and train reps through modelling during campus travel on the teaching and learning challenges of the discipline, technology demonstrations and effective efficacy and matching skills. Use Sales Coach to capture feedback conversations.

  • Reinforce OneCRM usage and accuracy, proper use of sales tools

  • Work with product specialist teams as subject matter experts to build out virtual product training and other training materials

  • Provide customer feedback and market intelligence to Product teams and Services teams.

  • Contribute to assigned national task forces

  • Collaborate with local management and Product Specialists to develop local customer-facing event strategy.

Qualifications

Essential Experience/Background

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

● A minimum of 2 years of exceptional sales performance in the higher education market.

● Record of informal and/or formal leadership

● Deep knowledge of the teaching and learning challenges and opportunities in a core discipline area; understanding of the faculty profile and decision-making process;

● Demonstrated ability to collaborate effectively with colleagues for the benefit of the customer and Pearson.

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

Essential Attributes

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

● Strong value articulation skills, overall sales skills and ability to shape perception

● Exceptional written, oral and presentational communication skills

● Technical proficiency

● Teaching/training skills; motivated by coaching others to the win

● Optimism and high energy

● Analytical skills to gather and interpret key data points to drive share gain

● High emotional intelligence and self-awareness

● Has an inherent ability to build trusting relationships with employees, 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

● Change agility – able to adapt quickly and lead others through change

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

● Initiative-taking; self-directed

● Organized with ability to prioritize multiple projects and deadlines

● Tenacity and ability to handle stressful situations

● Willingness to travel extensively

Desirable Qualifications and Experience:

● Marketing management

● People management

● Teaching background

● Experienced with overcoming failure or adversity

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-AZ-Phoenix

Other Locations US-CO-Denver

Job: Sales

Organization: North America

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Sep 15, 2020

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 2008760

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.

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