Enterprise Account Executive - B2BE

Pearson’s Enterprise 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 into the Director of Enterprise Accounts:

• 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.

Key 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 executing against P&L exercises
• Demonstrated understanding of the higher education/career school market through experience selling complex solutions in the higher education market
• 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.
• Demonstrated abili