Direct/Field Sales Representative

Company Summary

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.

Position Summary

Working from a home office, the District Partnerships Sales Representative will be a critical member of Pearson PVS’s District Partnership Sales team that is launching and scaling new products for online learning. If you are a driven, dedicated, problem solver and relationship builder and are interested in providing solutions to improve education, then we want to meet you!

The Sales Representative role is unique in that it requires an individual that can manage an assigned sales territory in many capacities such as prospecting, product demonstrations, proposals, closing sales, order entry, customer service, and problem resolution.

This role involves significant product knowledge as you will be presenting complete product demonstrations as part of the sales process. The ideal candidate will have the ability to influence, listen, propose questions, and drive educators to purchase learning tools, products and services. On a daily basis you will need to leverage your education, your creative skills, and your ability to think strategically and on your feet, as our customers will need immediate responses to their questions.

Specific Responsibilities:

• Identify and close new district partnership opportunities to meet or exceed quarterly and annual revenue goals;
• Identify new strategic district partnership opportunities aligned to organizational strategy and create solutions to meet the needs of partners;
• Develop a deep understanding of product offerings and be able to answer complex product questions and customize solutions to suit customer needs;
• Manage leads within an assigned territory and identify the most effective solution for each prospect;
• Identify and close new business, renew current business as well as grow existing business;
• Leverage all tools and resources across the organization (including data, customer target lead list, marketing colleagues, etc.) as needed;
• Manage end-to-end sales responsibilities—including prospecting, building proposals, developing relationships with customers, tracking pipeline and closing sale;
• Build deep and lasting customer relationships when required with key decision makers, often district superintendents;
• Maintain a breadth of knowledge of all product offerings delivered by the organization;
• Provide deep subject-matter expertise; be able to understand the business needs, understand the solutions being defined and be able to effectively describe and demonstrate how these solutions could meet the business need of the customer;
• Prepare and present proposals and bids to relevant customer in the district partnership arena; oversee end-to-end RFP/RFQ process for assigned leads;
• Complete all administrative tasks thoroughly and promptly (e.g., continuously update sales pipeline within OneCRM/Salesforce);
• Educate customers and collaborate effectively internally on all processes and procedures to ensure accurate and timely transactions;
• Provide customer support for less complex issues (e.g., support customer through platform/program changes or updates);
• Accurately forecast sales projections and monitor pipeline;

How Success will be Measured:

• Achieve or exceed quarterly and annual sales targets;
• Successfully negotiate deals that are win-win: solving a customer problem while providing a profitable transaction for Pearson Virtual Schools;
• Achieve a high percentage of retainable business by establishing relationships between the customer and implementation team as well as staying close to the customer and resolving issues when needed;
• Customer satisfaction communicated by district contacts; and
• Build a reputation within Pearson Virtual Schools for being fully engaged in growing the business, proactively problem solving, and offering suggestions on how we can improve as an organization

Required Minimum Qualifications:

• 2+ years of direct customer sales experience;
• Bachelor’s degree required, background in education preferred;
• Excellent time management to ensure sales are maximized and customers are successful in a large sales territory;
• Excellent customer service skills, communication skills (written and verbal), and relationship-building skills;
• Ability to work independently, maintaining proper focus on the highest priority activities;
• Strong analytical skills and ability to interpret market data and sales metrics to drive effective business decisions within an assigned region;
• Excellent time management, problem-solving, and organizational skills;
• Excellent written and verbal communications skills, including presentation skills;
• Customer service and relationship-building skills;
• Demonstrated ability to learn quickly, multi-task, prioritize, and take initiative;
• Goal-oriented and self-directed/self-motivated;
• Thorough understanding of consultative selling;
• Deep understanding of educational issues, customer needs, and funding sources;
• Competence in MS Office programs, including Excel, PowerPoint, Word, Outlook;
• Experience in technology and/or educational sales preferred;
• Experience using Saleforce or similar CRM system preferred; and
• Ability to travel efficiently for in-person sales meetings as needed (estimated 30-40% of the time, once local government regulations permit). Must have a valid driver’s license.

The anticipated starting salary range for Colorado-based individuals expressing interest in this position is $75,000-$85,000. This position is eligible to participate in a sales incentive program. Benefits available to eligible employees can be seen at: https://pearsonbenefitsus.com/

Learning is the most powerful force for change in the world. More than 20,000 Pearson employees deliver our products and services in nearly 200 countries, all working towards a common purpose – to help everyone achieve their potential through learning. We do that by providing high quality, digital content and learning experiences, as well as assessments and qualifications that help people build their skills and grow with the world around them. We are the world’s leading learning company. Learn more at pearsonplc.com.

Pearson believes that wherever learning flourishes, so do people. We are committed to being an anti-racist company in everything we do. We value the power of an inclusive culture and 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 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 click here:  http://www.pearson.com/careers/diversity-and-inclusion.html 

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be. All employment is decided 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.

Job: SALES

Organization: Virtual Learning

Schedule: FULL\_TIME

Req ID: 2429