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Executive Director, Strategic Partnerships
Pearson
Ontario North York, , Canada
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Description
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.
The Executive Director will be a member of the Pearson Strategic Partnerships Team and will be responsible for creating program, enterprise or institutional level solutions from Pearson’s suite of content and service offerings where a programmatic and/or institutional sales opportunity exists within that territory. The Executive Director will report directly to the Eastern/Western/Central Region Vice President.
This position is home office based in Ontario
Responsibilities Include:
• Evaluate quantitative sales and customer data to compile territorial opportunity target lists. Continuously update and adjust
• Effectively communicate internally and externally with prospects and colleagues on current Higher Education and Employability issues in the Not-For-Profit Higher Education Market.
• Quickly learn and understand departmental/divisional/executive positions on issues and initiatives.
• Understand and connect customer issues with Pearson solution set to create qualified opportunities.
• Summarize and communicate follow-ups and next steps for every prospect interaction with respectful requests for confirmation.
• Effectively conduct and manage all phases and aspects of consultative selling: discovery, analysis, synthesis, solution definition and presentation, and negotiation.
• Demonstrate leadership in sales process by collaborating with all personnel involved in order to ensure advancement of the opportunity.
• Manage customer expectations to ensure they align with Pearson’s ability to deliver what is needed.
• Continuously use qualitative decision criteria to evaluate the viability of each opportunity and makes decisions to pursue only those that fit mission and purpose.
• Be a principal team player by contributing regularly in team settings, recognizing other team members for their support and in addition, be open to feedback in order to self-improve.
• Work independently while actively utilizing the experience and knowledge of the sales team members to develop relationships and opportunities within the territory.
Qualifications
• A Bachelor's degree or an equivalent combination of education and successful work experience
• A minimum of 5 years of Higher Education sales experience
• Experience selling at the Institutional level
• Experience delivering on strategies to create and implement digital solutions at the institutional level and
maintaining relationships with
key institutional stakeholders in decision making positions
• Outstanding track record of defining a strategic sales plan and achieving its implementation and execution.
• Demonstrated proficiency in MSOffice and SalesForce tools
• Accomplished in pulling out executive needs, coordinating decision processes and consulting within the Higher Education institutional framework.
• Possesses a high level of comfort working with highly complex content situations where numerous sources of information must be integrated and interpreted and then have the ability to make connections between issues that arise and feasible solutions.
• Proficient in sales account planning and execution; understands transactional and financial models and is able to collaborate to create the P&Ls that support and demonstrate those models.
• Thinks strategically and creatively when presented with ambiguous opportunities and is able to be analytical in pursuit of new opportunities.
• Skilled in identifying, organizing, and presenting the necessary data required to support approval of opportunities.
• Able to clearly define and develop opportunities from sales calls and subsequently create and negotiate contracts with efficiency.
• Has an inherent ability to build trusting relationships with customers and internal staff and then to maintain those relationships by being empathetic and understanding of their individual needs.
• Is able to quickly learn and understand departmental/divisional/executive positions and then communicate those professionally among them to obtain a positive result for the customer; excellent communication skills and ability to communicate with Executives.
• Proven aptitude to work independently and to coordinate with a stakeholder sales team.
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