Enterprise Account Executive

at Pearson in Dover, Delaware, United States
Education Account Executive ( EAE ) Sales Pearson Overview 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 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 visit 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 Colorado, California, Washington State, New York State and New York City laws, the pay range for this position is as follows:
Minimum full-time salary range is between $90,000 – $95,000.
This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.
Role Description Pearson's Education Account Executive ( EAE ) is one of a team of 10 who serves as the primary sales contact and trusted business advisor to executive suites at their accounts. Each is a collaborative leader that demonstrates positive energy, leadership, and initiative and is responsible for developing and orchestrating the sales strategy to maximize revenue capabilities. In addition to setting the strategic vision for accounts they work with the internal team to assure each account is being serviced as per the contract and engages the Professional Services Team to scope and deploy appropriate Services resources to expand Pearson footprint and drive account growth, negotiate, and finalize contracts.
This is a high impact role that helps catalyze growth across the portfolio by continuously researching, learning, and engaging with all key institutional stakeholders involved in their enterprise level accounts.
The EAE reports directly into the VP of HE Sales and will:
+ Drive revenue growth in current and future business models; ensure the creation and execution of effective sales plans that deliver customer value, learner progression and business growth,
+ 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.
+ Demonstrate a commitment to lifelong teaching and learning while supporting diversity, equity, and inclusion.
+ 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.
Accountabilities + Provide executive sales leadership driving expansion of current accounts and generate net new business sales with the strategic development and implementation of district sales plans.
+ Foster an environment to attract, engage, develop and retain best in class sales talent.
+ Train teams on planning, territory management & selling skills and provide developmental coaching for all direct reports.
+ Effectively represent Pearson suite of product and service options and work with sales teams to create solutions that will help them achieve their goals and drive revenue growth for Pearson.
+ Build relationships at program level, aimed at account growth through programmatic solutions.
+ Support Diversity, Equity and Inclusion ( DEI ) initiatives
Capabilities + 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.
Qualifications + Exceptional written, oral and presentation skills
+ Experience working through and execu
To view full details and how to apply, please login or create a Job Seeker account