Director of Sales, Medium Enterprise - EMEA

Posted 6 hours 34 minutes ago by Pearson

Permanent
Not Specified
Other
London, United Kingdom
Job Description
Director of Sales, Medium Enterprise - EMEA

Location: London, United Kingdom

Workplace Type: Hybrid

Job: SALES

Schedule: FULL_TIME

ABOUT PEARSON

At Pearson we 'add life to a lifetime of learning' so everyone can realise the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. Our Purpose Add Life to a Lifetime of Learning. Pearson was founded in 1844 and has been built on our ability to grow with and adapt to a constantly evolving market. Our 20,000+ employees are dedicated to creating high-quality, digital-first, accessible and sustainable resources for lifelong learning.

JOB PURPOSE

The purpose of this role is to inspire and lead a dynamic sales team in order to build, execute and close new and customer business bookings across a range of innovative Pearson technology solutions in the EMEA region.

POSITION DESCRIPTION

Primary objective is to lead a sales team to achieve sales targets that deliver revenue growth and increased market share across the EMEA region.

KEY OBJECTIVES

  1. Maximise sales of Pearson technology solutions in the Medium Enterprise space.
  2. Recruit, coach, lead and develop a team of New and Existing technology salespeople across EMEA.
  3. Build high-quality enterprise sales pipeline through outbound sales development.
  4. Develop and execute strategic and operational plans in collaboration with key Pearson Go-To-Market stakeholders including Marketing, Product, Customer Success, Professional Services, Presales, Revenue Operations, Finance, Legal, and Enablement.

The Sales Director is expected to be self-starting and self-motivated with substantial leadership skills and experience. They should have a passion for driving outstanding results through their sales team.

KEY ACCOUNTABILITIES

  1. Recruitment, coaching and motivation of Sales Development, New Business and Customer Business salespeople to support them to achieve sales targets, and build the pipeline in their business areas.
  2. Demonstrate best practice and lead by example in all key competency areas.
  3. Deliver effective performance monitoring and management to maximise engagement, achievement and retention within assigned sales representatives.
  4. Deliver a world-class level of business management through forecasting and analytics across a rolling 12-month future window.
  5. Co-innovate and collaborate with a wide range of Pearson commercial stakeholders to deliver unique and innovative solutions to Pearson Customers and prospects.
  6. Develop quality relations with C-suite contacts to deliver long-term customer value.

PROFILE

  1. Minimum 6 years of results-led Technology B2B sales and marketing experience at leadership level.
  2. Proven record of successful sales and marketing strategy implementation.
  3. Experience working within a complex global organisation environment.
  4. Able to work in-person 3+ days a week in Pearson's London HQ.

SKILLS & COMPETENCIES

  1. A natural sales leader who is rational, assertive, determined, charismatic and confident, capable of persuading customers and articulating business needs to management.
  2. Excellent coaching and people management skills.
  3. Apply Situational Leadership principles to maximise salesperson effectiveness within complex B2B.
  4. Strong analytical skills, including historical sales analysis, pricing, and forecasting.
  5. Strategic thinking, with the ability to develop innovative multi-level strategies to build medium-long term business pipelines.
  6. Strong communication, problem-solving, negotiation and influencing skills plus an ability to operate in a matrix-reporting environment.
  7. Able to operate effectively alone and work through challenges independently, as well as part of a multi-country and multi-function wider team.
  8. Able to work as part of a cross-functional matrix structure, in a global environment.
  9. Excellent spoken and written command of English (and French, preferably).

At Pearson, we value the power of an inclusive culture and a strong sense of belonging. We promote a culture where differences are embraced as strengths and opportunities are equal and accessible.