Sales Team Manager, Executive Sales Specialists (Specialties)

Pearson

8h•Remote

About The Position

Reporting to the VP of Sales, the ESS Team Manager, Specialties, is responsible for recruiting, developing, and leading a high-performing team of sales specialists serving nursing and business departments across higher education institutions. This leader will shape regional sales strategy, develop and coach top sales talent, execute disciplined account strategies, and partner cross-functionally to deliver customer value, learner progression, market share growth, and profitable revenue growth. Success in this role requires strong leadership capability, strategic thinking, operational discipline, and the ability to lead teams effectively through change in a dynamic business environment. This is a remote/home-based position with approximately 40% travel. Relocation is not available for this position.

Requirements

Bachelor’s degree or equivalent combination of education and relevant professional experience
5+ years of successful sales experience within the higher education market or a related enterprise sales environment
Proven ability to lead, coach, and develop high-performing teams in a dynamic business environment
Strong strategic selling, territory management, consultative selling, and account planning capabilities
Demonstrated ability to analyze, organize, and present data-driven insights and compelling value propositions to support business opportunities
Strong analytical, financial, and business reporting skills with the ability to make data-informed decisions
Demonstrated problem-solving capability and sound business judgment
Proven ability to collaborate effectively across cross-functional teams to support customer and business outcomes
Proficiency with CRM systems, sales reporting tools, Microsoft Office applications, and project management tools

Nice To Haves

Coaching-oriented leader who is motivated by developing others and building team success
Achievement-driven with strong execution focus and accountability standards
Strategic and analytical thinker who can navigate ambiguity and identify growth opportunities
Strong communicator with high emotional intelligence and the ability to build trusted relationships with customers, employees, and cross-functional partners
Collaborative leader who can effectively lead teams while operating successfully across matrixed organizations
Adaptable and resilient, with the ability to lead effectively through change
Self-directed, highly organized, and capable of managing multiple priorities and workstreams
Demonstrates learning agility, initiative, persistence, and tenacity

Responsibilities

Recruit, hire, onboard, develop, and retain a strong team of sales specialists, ensuring an effective onboarding and first-year experience for new hires
Create a culture of accountability, collaboration, continuous improvement, and customer focus through consistent coaching, feedback, and performance management
Coach team members on strategic selling, territory planning, pipeline management, account strategy development, and effective sales execution
Drive accountability for KPIs, pipeline health, forecasting accuracy, and key milestones throughout the sales process through ongoing coaching, success planning, and formal performance management when necessary
Reinforce disciplined use of CRM systems, sales tools, customer success resources, and product/platform knowledge across the team
Set strategic vision and sales priorities to achieve or exceed subscription revenue growth and market share targets across current and evolving business models
Develop and execute effective regional and account-level sales strategies that deliver customer value, learner progression, and business growth
Partner closely with enterprise account executives, business development teams, marketing, product, and services partners to strengthen strategic account engagement and maximize growth opportunities
Effectively represent Pearson’s enterprise-level products and service solutions and partner with customers to co-create solutions aligned to institutional goals
Strategically align internal Pearson resources, including product, faculty advisor, author, and customer support teams, to strengthen competitive positioning and maximize adoption opportunities within key accounts
Leverage data, analytics, forecasting, and business reporting to prioritize opportunities, guide decision-making, and improve sales execution across territories
Monitor territory performance, KPIs, pipeline health, and forecasting discipline to drive accountability and business results
Manage team budgets and contribute to national task forces and continuous improvement initiatives
Reinforce scalable, customer-centered collaboration between sales and services teams to support a high-quality customer experience