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Enterprise Account Executive

Company: Higher Education
Location: Austin
Posted on: May 15, 2024

Job Description:

Enterprise 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 https://www.pearson.com/careers/diversity-and-inclusion.html

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 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 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 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 ability to work collaboratively in an effective team where there is shared "ownership" of C-suite and D-Suite customer roles with the Professional Services Team.

Minimum 10 years of professional experience, five (5) of which ideally is in a service-oriented consulting or strategic/selling account management role serving Higher Education and five (5) of which is in increasingly successful sales achievement. A Bachelor's degree or an equivalent combination of education and successful work experience. MBA desirable.

Pearson provides a flexible work environment for its employees. We believe that the ability to work from anywhere, anytime in work/life balance is a critical part of our culture and employee satisfaction. In exchange, we require that employees have the appropriate means to work remotely, including adherence to our work at home policies regarding home office setup, including but not limited to privacy of records, technology standards, equipment standards and expectations.

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.

What to expect from Pearson

Did you know Pearson is one of the 10 most innovative education companies of 2022?

At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Marketing & Communications, Human Resources, Legal, Strategy and Direct to Consumer. Learn more at We are Pearson.

We value the power of an inclusive culture and also a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to building a workplace where talent can learn, grow and thrive.

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are based on qualifications, merit and business need. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We strive for a workforce that reflects the diversity of our communities.

To learn more about Pearson's commitment to a diverse and inclusive workforce, navigate to: Diversity, Equity & Inclusion at Pearson.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.

Job: SALES

Organization: Higher Education

Schedule: FULL_TIME

Workplace Type: Remote

Req ID: 15505

#location

Keywords: Higher Education, Austin , Enterprise Account Executive, Other , Austin, Texas

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