Enterprise Institutional Sales Director

About the role

Join Pearson's Higher Education team as an Enterprise Institutional Sales Director. This position is more than a job; it's a chance to significantly impact Pearson's success and your career growth.

Reporting to the VP of Strategic Partnerships for Higher Education, we are seeking a dynamic and strategic leader to drive Pearson's institutional engagement strategy, with a focus on revenue growth and long-term partnerships.

In this role, you will align cross-functional teams and activate pan-Pearson stakeholders to execute a cohesive higher education strategy. You will lead efforts to target key higher education institutions for enterprise sales opportunities, design and implement tailored outreach initiatives, and cultivate relationships with institutional leadership.

The ideal candidate will have extensive experience in consulting, strategic account management, or enterprise level sales of complex solutions, as well as the ability to collaborate across business units to drive success. Strong business acumen, executive presence, and a consultative mindset are essential for success, along with the ability to communicate effectively and foster trust both internally and externally.

Key Responsibilities:

Lead the institutional strategy by aligning cross-functional teams and activating pan-Pearson stakeholders to drive cohesive execution.

Organize and mobilize HE and other business units to achieve strategic goals, ensuring alignment and activation towards revenue growth.

Drive revenue growth through identifying and targeting key higher education institutions for enterprise sales opportunities

Develop and foster relationships with institutional leadership to understand their needs and decision-making processes.

Design and implement tailored outreach and engagement strategies to drive interest and create business opportunities.

Collect and analyze feedback from institutional interactions to refine and improve our approach.

Collaborate with internal teams to align strategy and reporting with pilot goals.

Qualifications:

8+ years of professional experience, including ideally five (5) years in a service-oriented consulting or strategic account management role and five (5) years of successful experience selling complex solutions (Higher Education experience is a plus but not mandatory).

Bachelor's degree or an equivalent combination of education and work experience. MBA is a plus.

Proven track record of leadership, both formal and informal.

Strong skills in identifying, organizing, and presenting data to support opportunity approval, with excellent value articulation.

Experienced in identifying client success factors, understanding buying behaviors, and consulting within the C-suite and/or Higher Education institutional framework.

Proficient in holistic solution thinking: comfortable with complex situations, integrating multiple information sources to find feasible solutions.

Demonstrated ability to develop and negotiate contracts or amendments efficiently, with a deep understanding of partnership metrics.

Strong business acumen with proficiency in sales account planning, financial modeling, and collaborating with Finance to create supporting PLs.

Ability to engage and understand executive perspectives, communicate effectively with internal stakeholders, and guide internal resources to deliver positive outcomes for customers and revenue growth for Pearson.

Essential Attributes:

Executive presence with strong consultative sales and value articulation skills.

Achievement-driven with determination to achieve results and spot opportunities.

Creative problem-solving with strong analytical and strategic thinking.

Exceptional communication skills—written, oral, and presentational.

High emotional intelligence, building and maintaining trusting relationships with empathy.

Collaborative leadership, able to work effectively in teams and adapt quickly to change.

Initiative-taking and resilient, with the ability to prioritize, learn quickly, and handle stressful situations.

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the California, Colorado, Hawaii, Maryland, New York State, New York City, Washington State, and Washington DC laws, the pay range for this position is as follows:

The minimum full-time salary range is between $150,000 - $155,000.

This position is eligible to participate in an annual incentive program, and information on benefits offered is here.

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 [email protected].

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: Higher Education

Schedule: FULL_TIME

Workplace Type: Remote

Req ID: 17161

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