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Pearson Vice President, Business Development in Sacramento, California

Vice President, Business Development - ( 2110648 )


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.

Vice President, Business Development

The Vice President (VP), Business Development, is an exciting opportunity for a motivated assessment leader to provide leadership and strategic vision for the evolving assessment market.

The VP is responsible for growing Pearson’s School Assessment Business. The VP is responsible for establishing and maintaining strong relationships with state leaders, decision makers, and influencers. In this capacity, the VP is responsible for a focus on growth that put the needs of each stakeholder and how Pearson’s assessment solutions meet those needs, at the center of our response to RFPs and delivery of existing contracts. Through this thought leadership and relationship focus for the assigned portfolio of states, the VP will set the sales strategy, develop and maintain relationships, create new leads, track opportunities, and manage teams responsible for delivery.

The VP, Business Development reports to the Senior Vice President, Sales & Contract Management, in Pearson’s School Assessment business. This individual will successfully provide relationship management, contract retention, and grow the School Assessment Business with existing accounts and new business targets. Expectations of this role assume a primary focus on growth but an understanding that the VP is also accountable for ongoing support of each established relationship and Pearson’s high-quality delivery from sale through delivery after contracts are executed. Additionally, the VP, Business Development, will build relationships with external partners to increase revenue opportunities for Pearson and help develop new innovative customer solutions.

New Business Development

  • Establish relationships with key decision makers.

  • Define and manage the business development strategy for assigned states and/or partners

    • Track, facilitate, and foster new opportunities.
    • Position Pearson solutions for clients ahead of RFP release
    • Manage all strategic pursuits and report out on progress towards sales
    • Work closely with the delivery pre-sales and post-contract implementation teams
    • Assist customers with the development or modification of legislative language, as requested
  • Work closely with prospects to develop proposals for the benefit of the customer and Pearson.

  • Negotiate the contract with new accounts and renewals.

  • Attend industry conferences or trade shows, as assigned, to gather valuable information for business development.

  • Identify and establish new business opportunities in the educational assessment market.

Account Management (Existing Clients)

  • Oversee assigned program staff and establish customer-focused team environment.

  • Establish and maintain relationships with client personnel through formal and informal interactions.

  • Identify new or additional services that will benefit clients and increase account revenue and profitability.

  • Work with Pearson functional personnel to qualify business opportunities and, when appropriate, develop and submit proposals to the customer.

  • Manage a Program Management team that is responsible for account management and program management of all programs in assigned portfolio. The VP is accountable for a Program Management team that is responsible for:

    • Defining Business Requirement Documentation (BRD), Schedules, and Statement of Work (SOW) that match contract requirements and facilitate complete understanding and expectation management across all delivery functions
    • Understanding client expectations and predicting preferences and needs.
    • Ensuring that all services are invoiced in a timely manner per contract and scope agreements
    • Being aware of all contract or statement of work scope changes and where appropriate negotiate additional compensation for the changes
    • Planning, execution, and tracking of existing contract renewal or extensions requirements in a timely fashion on terms that are favorable to Pearson

The anticipated starting salary range for Colorado-based individuals expressing interest in this position is $130-150k. This position is eligible to participate in a competitive sales incentive plan.

Benefits available to eligible employees can be seen at: 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.


Education and Experience:

  • Bachelor’s degree in an education or business-related field required, MBA preferred.

  • 10 years directing large-scale assessment programs required.


  • A combination of personality traits—collaborative, honesty, integrity, intensity, and passion—necessary to collaborate with the rest of the extended leadership team.

  • Business Development Focus – Capable and mature with “fire in the belly” and a bias for action.

  • Strong empathy, solution driven.

  • Externally focused, intellectually curious thought leader and inventive problem solver.

  • Knowledgeable of educational testing business.

  • Demonstrated understanding of the relationship between sales and marketing, business operations, program management, and technology.

  • Proven technical writing and presentation skills.

  • Proven ability to help education clients develop new methods for meeting assessment goals.

  • Experience managing customer relationships.

  • Persuasive and influential communication skills.

  • Effective priority setting skills.

  • Willingness to travel up to 50% (once COVID restrictions are lifted)

Primary Location : US-RE-Remote

Other Locations : US-Washington, US-NY-New York, US-MN-Minneapolis, US-CO-Denver, US-IA-Iowa City, US-CA-Sacramento, US-TN-Nashville, US-NC-Durham, US-TX-Austin, US-DC-Washington, US-VA-Reston

Work Locations :



Job : Sales

Organization : Assessments School

Employee Status : Regular Employee

Job Type : Standard

Job Level : Executive

Shift : Day Job

Job Posting : Sep 21, 2021

Job Unposting : Ongoing

Schedule: : Full-time Regular

Req ID: 2110648