Pearson Higher Education Account Manager in Dubai, United Arab Emirates
Higher Education Account Manager
At Pearson, we’re committed to a world that’s always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always re-examining the way people learn best, whether it’s one child in our own backyard or an education community across the globe. We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large and small.
Under Pearson organization, the Growth markets are an exciting, dynamic group of international markets including Brazil, China, India, South Africa, the Hispano-America and the Middle East regions. Pearson’s Growth markets contain 55% of the world’s population and 60% of the world’s youth population. The middle class in these countries is rapidly expanding and education is a critical part of this transition.
The Gulf & Levant markets (part of the Middle East Hub) include UAE, Qatar, Oman, Bahrain, Kuwait, Lebanon, Jordan, Syria, Iraq, Iran and Yemen.
The Account Manager is responsible for developing strategic partnerships with the client base by leveraging Pearson content, assets and partnerships. This person is responsible for maximizing market share and growth in the region as well as establishing large institutional agreements.
The incumbent must be aggressive and active in competitive accounts, as well knowledgeable regarding competition and industry trends. Responsible for proposing and closing engagements that will achieve total revenue growth, profit, and customer satisfaction plans.
This is one of the 4 account management role of the Higher Education business that expected to grow at double-digit rate in the coming 3 years.
The main objective of this role is to achieve sales targets, execute the sales strategy, and identify scalable opportunities in order to deliver revenue growth and increase market share across the region.
Presenting solutions capabilities to prospective clients
Consulting with clients regarding technology and other support issues as it pertains to online learning environment
Selling and implementing new business models
Developing and maintaining relationships with existing customers and prospective clients via on-site meetings, telephone calls and emails.
Superior customer relationship management skills. Demonstrate the ability to build relationships with end users and decision makers.
Acting as a liaison between the company and its existing and potential markets
Proven experience negotiating and closing large transactions and/or contracts and achieving a significant growth towards a sales goal.Meeting, giving presentations and information to decision-makers in educational institutions.
Able to conduct appropriate product presentations tailor-made to teachers’ needs.
Feeding back to marketing & editorial colleague’s details of market needs to ensure our product is best suited to our customers
Manage sales for given accounts, understand targets and track sales. Provide accurate sales forecasting.
Key Challenges and Responsibilities:
Working in a fast paced and dynamic organization, the ability to change and flex to new ways of working as required.
Ability to work in a matrix organization, and have the ability to galvanize relationships internally and externally to obtain the best outcomes.
Contributing to complex bids with Ministry and large educational institutions.
(A) Profile (e.g. required experience, knowledge, qualifications, etc.)
Bachelor Degree or higher educational background
Minimum 3 years of experience in B2B Corporate environment, solution selling, Consultative sales
Proven record of successful sales and marketing strategy implementation in international markets with diverse cultures.
Experience working with a complex global organisation environment with multiple sales channels.
Willingness to travel across the Gulf & Levant territory (30% of the time)
(B) Skills & Competences
A natural sales person.A rational, assertive and confident individual who can persuade customers and articulate business needs to management
Excellent relationships management and interpersonal skills
Strong analytical skills, including historical sales analysis, pricing, and forecasting.
Strong communication, problem-solving, negotiation and influencing skills plus an ability to operate in a matrix-reporting environment.
Able to operate effectively alone, and to work through challenges independently, as well as part of a multi-country team
Excellent spoken and written command of English and Arabic
Experience in using SalesForce.com and LMS platforms is a plus
Personal Style and Behavior
Demonstrate Pearson Values:
Decent, honest and supportive
Primary Location: AE-AE-Dubai
Employee Status: Regular Employee
Job Type: Standard
Shift: Day Job
Job Posting: Apr 20, 2018
Job Unposting: Ongoing
Schedule: Full-time Regular
Req ID: 1719559
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.