Specialist, Sales

Pearson

15h•Remote

About The Position

The Specialist, Sales is the primary consultant and sales territory owner who embodies the consultative sales model to drive revenue. Specialists are considered thought leaders within Pearson’s School Assessment organization, well-versed in product offerings, and work closely with customers to determine optimal solutions. They leverage their professional knowledge of the market to identify and sell solutions that address customer problems, providing intervention/treatment through accurate diagnosis and intervention. Specialists deliver pre-sales consultation support in assigned geographic areas to guide customers through the decision-making process. The primary goal is to help the School Assessment division achieve quota by expanding and uncovering new sales opportunities, providing content and practice-based consultation, and support to customers. This role supports the California territory and requires candidates to be based in California.

Requirements

Ability to complete a significant portion of work independently
Ability to articulate (and use effectively in presentations) the professional and market trends pertaining to assessment in assigned areas (i.e., Special Education qualifying, attitude toward cognitive assessment, etc.)
Strong organizational skills
Broad understanding of many assessment tools
Ability to respond customer needs appropriately and in a timely manner
Ability to shift focus quickly and be responsive to customer inquiries during live sessions
2+ years sales experience, with proven track record of success
Experience selling to the executive decision makers in a cross-departmentally capacity in K-12 education
Team player with a positive attitude and commitment to exceeding sales objectives
Established relationships with high-level decision makers (i.e., Special Education Directors, Superintendents, etc.) in local territory regions
Excellent phone, written and verbal skills
Excellent business development skills
Strong organizational skills with efficient time and territory management skills
Salesforce experience
Willingness to travel up to 50% of the time
Comfortable in a relatively independent working environment, with primary contact with team members being virtual

Nice To Haves

Degree in school psychology, classroom instruction, school administration, or other education related field of study, or equivalent work experience preferred

Responsibilities

Meet or exceed assigned sales quota
Sustain a strong level of knowledge about Pearson District Sales product and services through self-study, collaboration, and scheduled trainings
Uphold a strong understanding of the Education K-12 vertical, competitive offerings, industry, and assigned territory
Responsible for creation of a strategic business development plan that outlines the level of activity needed to meet territory objectives
Stay current and informed in federal, state, and local funding options
Maintain accurate information and activity tracking in CRM (Salesforce)
Produce accurate and timely forecasts as required by management
Identify and develop new acquisition sales opportunities within assigned territory through networking, business development efforts, and provide content and practice-related pre-sales support to customers in assigned market
Responsible for identifying new prospects, setting up strategic customer meetings, and closings sales within assigned territory
Prepare sales and pipeline reports showing secured sales, potential sales, and sales opportunity areas implementing the use of strategic sales analytics in assigned accounts
Responsible for increasing sales in accounts with long-term customer relationships within assigned territory
Responsible for identifying prospects, setting up strategic customer meetings, and closings sales within assigned territory
Seeks to build multiple relationships within a customer account to expand sales
Effectively navigates multiple steps in the sales process with multiple decisionmakers demonstrating the ability to influence high level decision makers
Ability to successfully move opportunities through the sales cycle, negotiate and close sales
Conduct sales and other professional presentations with assigned customers/accounts and professional organizations
Participate in developing and delivering the School's Assessment national webinars as part of our marketing and thought-leadership activities
Participate in the RFP process