Pearson Manager Account/Relationship Management in Lansing, Michigan
We are the world’s learning company with more than 21,000 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 key accountabilities for the role include:
Serves as primary sales contact and trusted business advisor to executive suites at their accounts
Negotiates and finalizes contract renewals
Defines and orchestrates sales strategy to maximize revenue capabilities
Engages Professional Services Team to scope and deploy appropriate Services resources to expand Pearson footprint and drive account growth
Works w/ internal team to assure account is being serviced as per the contract
Set strategic vision for 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.
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.
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.
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.
Thorough understanding of the higher education/career school market
Experience selling complex solutions in the higher education market
Strong sense of purpose and vision
Agility and adaptability
Achievement-driven – determination/drive/desire to achieve results
Strong organizational skills and ability to manage across multiple workstreams
Experience executing on project/programs
Experience 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, Salesforce.com, Sales Reporting and light project management tools.
Exceptional written, oral and presentation 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
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.
The anticipated starting salary range for Colorado-based individuals expressing interest in this position is $90K to $110K depending on experience. This position is eligible to participate in an sales incentive program.
Benefits available to eligible employees can be seen at: https://pearsonbenefitsus.com/
Learning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose – to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world’s leading learning company. Learn more at pearsonplc.com.
Pearson believes that wherever learning flourishes, so do people. We are committed to being an anti-racist company in everything we do. We value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm, and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity, and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to a sustainable environment and workplace where talent can learn, grow, and thrive.
To learn more about Pearson’s commitment to a diverse and inclusive workforce, please click here:
Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided based on qualifications, merit, and business need. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status, or any other group protected by law.
Organization: North America
Req ID: 1137