Business Development Manager-Professional & Federal

The Business Development Manager is responsible for growing Pearson VUE’s business in both the Professional and Federal markets, both with existing accounts and with new accounts through effective client relationship management and successful sales and implementations of new clients and programs. 

The Business Development Manager is accountable for tracking the renewal of contracts in a timely manner to ensure high quality service and the satisfaction of clients and will also collaborate with Pearson VUE’s operational and technology teams to develop successful business development solutions.

Working closely with Pearson VUE’s existing and potential accounts as well as the functional personnel of other departments, the Business Development Manager performs a key role in maintaining and growing Pearson VUE’s business in test development and test delivery.

*PLEASE SUBMIT COVER LETTER WITH YOUR RESUME WHEN APPLYING

PRIMARY RESPONSIBILITIES 

Business Development 

• Identify new business opportunities in the assigned business markets, professional certification and Federal hiring assessments.
• Work with Professional and Federal clients to develop and implement mutually beneficial programs to grow the overall size of the client’s testing program and Pearson VUE’s market share
• Establish relationships with key decision makers at the appropriate executive level positions
• Navigate complex Federal agency procurement requirements to match Pearson VUE solutions to key business opportunities
• Work closely with proposals, global business solutions development and other relevant implementation teams pre and post contract award
• Negotiate contracts with both existing and new accounts
• Attend industry conferences or trade shows as assigned

Contract & Fulfillment Management

• Ensure that all services are invoiced in a timely manner per contract and scope agreements
• Be aware of all contract or statement of work scope changes and where appropriate negotiate additional fees and/or compensation for the changes
• Communicate significant account news to all affected departments within Pearson VUE on a timely basis
• Track, document and communicate new client requirements and specific market developments to functional teams who must be kept aware of emerging requirements to allow Pearson VUE to meet customer needs and to allow Pearson VUE to stay at the forefront of testing technology  

Education and Experience:  

• Bachelor’s degree in a business related field

• 5+ years experience in business development, account management, or a related area

Or

• MBA and a minimum of three 3 years experience

• Licensure, certification and/or global computerized testing experience preferred

Skills, Knowledge and Abilities: 

• Knowledge of high-stakes standardized assessment and Pearson VUE technology and systems
• Excellent business writing and proposal writing skills
• Customer focus required
• Relationship management skills a must
• Must be a good listener
• Ability to be creative and flexible and to deal with a level of stress
• 5 to 7+ years experience selling to and supporting Federal government clients preferred
• Proven track record of large-scale enterprise sales to government institutions
• Proven success selling into new Federal accounts
• Working familiarity with the federal procurement processes
• Excellent communication skills, including the ability to compellingly articulate Pearson VUEs product offering to audiences with varying levels of technical skill and seniority
• Comfortable navigating Federal procurement business challenges.
• Travel required as needed to client meetings, sales presentations and conferences (20%-30%)

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 $80,000 - $90,000. 

This position is eligible to participate in a sales incentive plan, and information on benefits offered is