Learning is one of the world’s most powerful forces for change. As the world’s largest learning company, Pearson has been contributing to a profound impact on our world since its formation in 1844. Pearson employs more than 20,000, operates in 70 countries, and delivers products and services in nearly 200 countries. Each one is furthering a common purpose: to help people achieve their highest potential through learning. Towards this goal, Pearson provides a diverse global community with high quality digital content, learning experiences, assessments, and qualifications to build skills and proactively impact our evolving world. Pearson works with globally recognized educational institutions, employers, and governments, deploying its expertise across a broad range of subject matter and age groups.

Tens of millions of people rely on Pearson for learning throughout their lives. Pearson’s knowledge and experience help create the best content delivered in the most appropriate way for the best learner outcomes - whether digitally to help children read or online courses to upskill career-driven professionals. With advances in technology and changes in consumer habits, Pearson helps people reach their goals regardless of their location and preferred learning modality. From carefully designed online resources and rich content, to full course and curriculum support – Pearson’s products address the entirety of a person’s learning starting with formal education to the workplace and beyond.

While formal education comprises 75 percent of the learning market, projections indicate over one billion more learners will progress through formal education by 2030 owing to a growing global middle class, longer careers and increasing consumer demand for lifelong and non-academic learning, particularly for reskilling and upskilling. To meet the needs of today’s learners, Pearson is split into five business divisions; each with its own focus and expertise, all supported by the Direct-to-Consumer group.

Diversity, Equity & Inclusion

At Pearson, we’re committed to a world that is always learning and to our talented team who makes it all possible. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us too always be better.

We believe that wherever learning flourishes so do people. We value diversity, equity, and inclusion. We value the power of an inclusive culture and a strong sense of belonging. We seek to infuse diversity and inclusion in everything we do while promoting a culture where differences are embraced as strengths; opportunities are equal and accessible; consideration and respect are the norm; and all team members are supported in reaching their full potential.

Through our talent, we believe that diversity and inclusion make us a more innovative and vibrant place to work. People are at the centre, 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 visit https://www.pearson.com/careers/diversity-and-inclusion.html

Role Description

The Senior Director (SD) of Higher Education Institutional Sales and Partnerships will lead Pearson’s North America Enterprise Account Director (EAD) team. This collaborative leadership position is responsible for managing and developing a diverse team of enterprise level sales professionals. The SD catalyzes growth at the institutional level, including leading our Inclusive Access and SmartThinking product growth as well as broader product partnerships. In collaboration with product, marketing and field sales leadership, this individual is ultimately responsible for formulating and executing a strategy to drive institutional level revenue growth and enable valuable partnerships aiding in learning outcomes.

The Senior Director is expected to:

• Manage (including hiring, coaching, and developing) national team of EADs (currently 11) to develop and expand institutional partnerships to achieve profitable annual revenue growth.

• Drive revenue growth in current and future business models with Pearson and Pearson-adjacent projects through the creation and execution of effective sales plans through institutional partnerships that deliver incremental customer value and business growth.

• Collaborate with marketing, product, and services teams to develop innovative strategies for market growth and increased market share, to support continuous improvement and build a scalable quality customer service experience.

• Create and use reporting tools for sales forecasting and tracking including training the EADs on how to fully leverage reports and to forecast.

• Demonstrate a commitment to lifelong teaching and learning while supporting diversity, equity, and inclusion.

Accountabilities

• Lead the expansion of current partnerships and generate net new institutional sales with the strategic development and implementation of EAD sales plans.

• Attract, engage, develop and retain best in class sales talent.

• Train teams on planning, territory management and selling skills. Provide developmental coaching for all direct reports.

• Effectively represent Pearson’s suite of product and service options and work with sales teams to create solutions to achieve their goals and drive revenue growth for Pearson.

• Build relationships at the enterprise level.

• Manage and report against budgets.

• Support Diversity, Equity and Inclusion (DEI) initiatives.

Capabilities

• Strategic Decision Making and Innovation

• Developing and Leveraging Relationships

• Communication and Collaboration

• Customer Centric

• Analytical Skill and Learning Agility

• Delivery of Results

• Accountability

• Aligning Performance for Success

• Change Management Capability

• Emotional Intelligence & Awareness

Qualifications

• Proven ability to build institution-level relationships in the higher education sector for sales and renewal of both internal and external products.

• Successful record of leadership including the demonstrated ability to build, motivate, and develop a high performing sales team with proven experience driving revenue growth.

• Proficient in sales reporting and project management tools for identifying, organizing, and presenting data required to support sales strategy, and confidence using data analytics, financial and business reporting tools to make data-informed decisions.

• Demonstrated problem solving skills, strong communication skills, and ability to collaborate effectively with business partners for the benefit of the customer and Pearson.

• 10+ years of experience in Sales Leadership experience in a highly matrixed organization.

Pearson provides a flexible work environment for its employees. We believe that the ability to work from anywhere, anytime in work/life balance is a critical part of our culture and employee satisfaction. In exchange, we require that employees have the appropriate means to work remotely, including adherence to our work at home policies regarding home office setup, including but not limited to privacy of records, technology standards, equipment standards and expectations.

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.

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:  http://www.pearson.com/careers/diversity-and-inclusion.html 

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.

Job: SALES

Organization: Higher Education

Schedule: FULL_TIME

Req ID: 5058