ABOUT PEARSON

At Pearson we ‘add life to a lifetime of learning’ so everyone can realise the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. Our Purpose | Add Life to a Lifetime of Learning. Pearson was founded in 1844 and has been built on our ability to grow with and adapt to a constantly evolving market. Our 20,000+ employees are dedicated to creating the high-quality, digital-first, accessible and sustainable resources for lifelong learning.

JOB PURPOSE

The purpose of this role is to inspire and lead a dynamic sales team in order to build, execute and close new and customer business bookings across a range of innovative Pearson technology solutions in the EMEA region.

POSITION DESCRIPTION

Primary objective is to lead a sales team to achieve sales targets that deliver revenue growth and increased market share across the EMEA region.

KEY OBJECTIVES

• Maximise sales of Pearson technology solutions in the Medium Enterprise space

• Recruit, coach, lead and develop a team of New and Existing technology salespeople across EMEA

• to deliver outstanding results

• Build high-quality enterprise sales pipeline through outbound sales development

• Develop and execute strategic and operational plans in collaboration with key Pearson Go-To-

• Market stakeholders including Marketing, Product, Customer Success, Professional Services, Presales, Revenue Operations, Finance, Legal, and Enablement

• The Sales Director is expected to be self-starting and self-motivated with substantial leadership skills and experience. They should have a passion for driving outstanding result through their sales team

KEY ACCOUNTABILITIES

• Recruitment, coaching and motivation of Sales Development, New Business and Customer Business salespeople to support them to achieve sales targets, and build the pipeline in their business areas

• Demonstrate best practice and lead by example in all key competency areas

• Deliver effective performance monitoring and management to maximise engagement, achievement and retention within assigned sales representatives

• Deliver a world-class level of business management through forecasting and analytics across a rolling 12-month future window

• Co-innovate and collaborate with a wide range of Pearson commercial stakeholders to deliver unique and innovative solutions to Pearson Customers and prospects

• Develop quality relations with C-suite contacts to deliver long-term customer value

PROFILE

• Minimum 6 years of results-led Technology B2B sales and marketing experience at leadership level

• Proven record of successful sales and marketing strategy implementation

• Experience working with a complex global organisation environment

• Able to work in-person 3+ days a week in Pearson’s London HQ

SKILLS & COMPETENCIES

• A natural sales leader. A rational, assertive, determined, charismatic and confident individual who can persuade customers and articulate business needs to management

• Excellent coaching and people management skills

• Apply Situational Leadership principles to maximise salesperson effectiveness within complex B2B

• sales cycles

• Strong analytical skills, including historical sales analysis, pricing, and forecasting.

• Strategic thinking, with the ability to develop innovative multi-level strategies to build medium-long term business pipelines

• Strong communication, problem-solving, negotiation and influencing skills plus an ability to operate in a matrix-reporting environment

• Able to operate effectively alone, and to work through challenges independently, as well as part of a multi-country and multi-function wider team

• Able to work as part of a cross-functional matrix structure, in a global environment

• Excellent spoken and written command of English (and French, preferably)

At Pearson we value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced as strengths and opportunities are equal and accessible.

We value the power of an inclusive culture and also 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 building a workplace where talent can learn, grow and thrive.

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are 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. We strive for a workforce that reflects the diversity of our communities.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.

What to expect from Pearson

Did you know Pearson is one of the 10 most innovative education companies of 2022?

At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Marketing & Communications, Human Resources, Legal, Strategy and Direct to Consumer. Learn more at We are Pearson.

We value the power of an inclusive culture and also 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 building a workplace where talent can learn, grow and thrive.

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are 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. We strive for a workforce that reflects the diversity of our communities.

To learn more about Pearson’s commitment to a diverse and inclusive workforce, navigate to: Diversity, Equity & Inclusion at Pearson.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.

Job: SALES

Organization: Workforce Skills

Schedule: FULL_TIME

Workplace Type: Hybrid

Req ID: 17013