Director of Sales, Medium Enterprise - EMEA
Posted 6 hours 34 minutes ago by Pearson
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
- Maximise sales of Pearson technology solutions in the Medium Enterprise space.
- Recruit, coach, lead and develop a team of New and Existing technology salespeople across EMEA.
- Build high-quality enterprise sales pipeline through outbound sales development.
- 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
- 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.
- Demonstrate best practice and lead by example in all key competency areas.
- Deliver effective performance monitoring and management to maximise engagement, achievement and retention within assigned sales representatives.
- Deliver a world-class level of business management through forecasting and analytics across a rolling 12-month future window.
- Co-innovate and collaborate with a wide range of Pearson commercial stakeholders to deliver unique and innovative solutions to Pearson Customers and prospects.
- Develop quality relations with C-suite contacts to deliver long-term customer value.
PROFILE
- Minimum 6 years of results-led Technology B2B sales and marketing experience at leadership level.
- Proven record of successful sales and marketing strategy implementation.
- Experience working within a complex global organisation environment.
- Able to work in-person 3+ days a week in Pearson's London HQ.
SKILLS & COMPETENCIES
- A natural sales leader who is rational, assertive, determined, charismatic and confident, capable of persuading customers and articulating business needs to management.
- Excellent coaching and people management skills.
- Apply Situational Leadership principles to maximise salesperson effectiveness within complex B2B.
- Strong analytical skills, including historical sales analysis, pricing, and forecasting.
- Strategic thinking, with the ability to develop innovative multi-level strategies to build medium-long term business pipelines.
- Strong communication, problem-solving, negotiation and influencing skills plus an ability to operate in a matrix-reporting environment.
- Able to operate effectively alone and work through challenges independently, as well as part of a multi-country and multi-function wider team.
- Able to work as part of a cross-functional matrix structure, in a global environment.
- 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.