Senior Manager, Pricing and Deal Desk Operations

The Senior Manager, Pricing and Deal Desk Operations will oversee the pricing strategy, deal structuring, and deal desk operations for Pearson Education’s enterprise sales organization. In addition, this role will manage the inside sales and lead generation teams to drive new business opportunities and optimize the sales pipeline. This individual will work closely with internal teams such as Sales, Legal, Finance, Marketing, and Product to ensure that pricing and deal structures align with company objectives, while also ensuring that lead generation and inside sales efforts drive growth and support the sales team's success. The Senior Manager will play a key role in enhancing operational efficiency, improving sales cycle times, and increasing the effectiveness of our sales process.

Key Responsibilities:

• Pricing Strategy & Execution:
  • Develop, implement, and maintain a comprehensive pricing strategy for Pearson’s enterprise sales organization that aligns with business objectives and market conditions.
  • Monitor competitive pricing trends and recommend adjustments to pricing structures to maintain competitiveness and profitability.
  • Ensure that pricing models are scalable, flexible, and effectively support customer requirements while protecting Pearson’s margins.
  • Work closely with product, marketing, and finance teams to develop pricing guidelines, discount structures, and approval processes.
• Deal Desk Operations & Support:
  • Manage and oversee the deal desk function, ensuring timely and efficient processing of all pricing and deal-related requests for the sales team.
  • Lead the development and optimization of deal approval workflows, ensuring compliance with internal pricing policies and financial goals.
  • Provide strategic support to the sales team on complex pricing, deal structuring, and contract negotiations.
  • Ensure deals are aligned with Pearson’s business and pricing strategies, and effectively balance customer needs with business objectives.
• Inside Sales and Lead Generation Management:
  • Lead and manage the inside sales team to effectively qualify, nurture, and close inbound and outbound sales opportunities within the enterprise segment.
  • Oversee lead generation efforts, ensuring that qualified leads are delivered to the sales team to accelerate the pipeline and increase win rates.
  • Set performance targets and KPIs for the inside sales and lead generation teams, regularly tracking progress and providing coaching to ensure high performance.
  • Implement and optimize processes for lead qualification, follow-up, and handoff to the sales team to improve sales conversion rates.
• Cross-Functional Collaboration:
  • Act as a liaison between Sales, Finance, Legal, Marketing, and Product teams to align on deal terms, pricing, lead generation, and overall contract structure.
  • Partner with Sales Leadership to provide strategic guidance on large or high-value deals and ensure timely execution of deals.
  • Collaborate with Legal and Compliance teams to ensure pricing and deal terms adhere to contractual, regulatory, and company policies.
• Process Optimization & Automation:
  • Drive continuous improvement in deal desk processes, lead generation workflows, and inside sales operations to enhance efficiency, accuracy, and scalability.
  • Implement automation and process optimization initiatives to streamline pricing and deal approvals, minimize delays, and improve sales cycle times.
  • Leverage data and analytics to identify areas for operational improvements and cost-saving opportunities within the pricing, deal desk, and lead generation functions.
• Reporting & Analytics:
  • Develop and maintain reporting tools to track deal desk performance, pricing trends, lead generation effectiveness, and overall sales performance.
  • Analyze deal profitability, discounting trends, lead conversion rates, and margin performance to provide actionable insights for leadership teams.
  • Generate regular reports and dashboards to assess pricing compliance, deal approval metrics, sales pipeline health, and revenue forecasts.
  • Prepare detailed pricing and deal analysis to support key business decisions, lead generation strategy, and forecasting processes.
• Team Leadership & Development:
  • Lead, mentor, and develop teams in the pricing, deal desk, inside sales, and lead generation functions, fostering a culture of collaboration, accountability, and high performance.
  • Provide coaching and professional development to team members to enhance their skills in pricing, negotiation, lead qu