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.

• 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.

• 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 modelling, 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.

• Experience in higher education sales is a plus.

• 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. This position is eligible for Pearson’s annual incentive program. Information on benefits can be found here.

Applications will be accepted through 3/6/26. This window may be extended depending on business needs.

At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world’s lifelong learning company. For us, learning isn’t just what we do. It’s who we are. To learn more:
We are Pearson.

Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. 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 actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

If you are an individual with 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 Talent Experie

Job: Sales

Job Family: GO TO MARKET

Organization: Higher Education

Schedule:

Workplace Type: Remote

Req : 23061

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