Principal, Client Partnerships

About the position

The Enterprise Institutional Sales Director at Pearson is a pivotal role focused on driving the institutional engagement strategy within the Higher Education team. This position aims to enhance Pearson's success through revenue growth and the establishment of long-term partnerships with key higher education institutions. The director will lead cross-functional teams, implement tailored outreach initiatives, and cultivate relationships with institutional leadership to align strategies and achieve strategic goals.

Responsibilities

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

Requirements

·                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.

• 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 P&Ls.
• 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.

Nice-to-haves

·                Experience in Higher Education sales is a plus.

Benefits

·                Annual incentive program

• Health insurance
• 401k plan
• Paid holidays
• Professional development opportunities
• Flexible scheduling options

Compensation at Pearson is influenced by factors including skill set, experience, and location. 

 
The full-time salary range for this role is $140,000 - $160,000.