Vice President, Business Development
The Vice President (VP), Business Development, is an exciting opportunity for a motivated assessment leader to provide leadership and strategic vision for the evolving assessment market.
The VP is responsible for growing Pearson’s School Assessment Business and assigned portfolio. The VP is responsible for establishing and maintaining strong relationships with state leaders, decision makers, and influencers. In this capacity, the VP is responsible for a focus on growth that put the needs of each stakeholder and how Pearson’s assessment solutions meet those needs, at the center of our response to RFPs and delivery of existing contracts. Through this thought leadership and relationship focus for the assigned portfolio of states, the VP will set the sales strategy, develop and maintain relationships, create new leads, track opportunities, and manage teams responsible for delivery of existing contracts.
The VP, Business Development reports to the Senior Vice President, Sales & Contract Management, in Pearson’s School Assessment business. The VP will oversee an assigned portfolio of states, including both existing and prospective states. For existing states, the VP will have a program delivery teams as direct reports in order to maintain tight alignment with existing contract expectations, maintaining relationships, and ensuring School Assessment delivery teams have what they need to fulfill contract expectations.
This individual will successfully provide relationship management, contract retention, and grow the School Assessment Business with existing accounts and new business targets. Expectations of this role assume a primary focus on growth but an understanding that the VP is also accountable for ongoing support of each established relationship and Pearson’s high-quality delivery from sale through delivery after contracts are executed. Additionally, the VP, Business Development, will build relationships with external partners to increase revenue opportunities for Pearson and help develop new innovative customer solutions.
LOCATION: Remote within the US
Responsibilities:
New Business Development
Establish relationships with key decision makers.
Define and manage the business development strategy for assigned states and/or partners
Track, facilitate, and foster new opportunities.
Position Pearson solutions for clients ahead of RFP release
Manage all strategic pursuits and report out on progress towards sales
Work closely with the delivery pre-sales and post-contract implementation teams
Assist customers with the development or modification of legislative language, as requested
Work closely with prospects to develop proposals for the benefit of the customer and Pearson.
Negotiate the contract with new accounts and renewals.
Attend industry conferences or trade shows, as assigned, to gather valuable information for business development.
Identify and establish new business opportunities in the educational assessment market.
Account Management (Existing Clients)
Oversee assigned program staff and establish customer-focused team environment.
Establish and maintain relationships with client personnel through formal and informal interactions.
Identify new or additional services that will benefit clients and increase account revenue and profitability.
Work with Pearson functional personnel to qualify business opportunities and, when appropriate, develop and submit proposals to the customer.
Manage a Program Management team that is responsible for account management and program management of all programs in assigned portfolio. The VP is accountable for a Program Management team that is responsible for:
Defining Business Requirement Documentation (BRD), Schedules, and Statement of Work (SOW) that match contract requirements and facilitate complete understanding and expectation management across all delivery functions
Understanding client expectations and predicting preferences and needs.
Ensuring that all services are invoiced in a timely manner per contract and scope agreements
Being aware of all contract or statement of work scope changes and where appropriate negotiate additional compensation for the changes
Planning, execution, and tracking of existing contract renewal or extensions requirements in a timely fashion on terms that are favorable to Pearson
Qualifications
Education and Experience:
Bachelor’s degree in an education or business-related field required, MBA preferred.
10+ years directing large-scale assessment programs required.
Skills/Knowledge/Abilities:
A combination of personality traits—collaborative, honesty, integrity, intensity, and passion—necessary to collaborate with the rest of the extended leadership team.
Business Development Focus – Capable and mature with “fire in the belly” and a bias for action.
Strong empathy, solution driven.
Externally focused, intellectually curious thought leader and inventive problem solver.
Knowledgeable of educational testing business.
Demonstrated understanding of the relationship between sales and marketing, business operations, program management, and technology.
Proven technical writing and presentation skills.
Proven ability to help education clients develop new methods for meeting assessment goals.
Experience managing customer relationships.
Persuasive and influential communication skills.
Effective priority setting skills.
Willingness to travel up to 50%
Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the Colorado, California, Washington State, New York State and New York City laws, the pay range for this position is as follows:
Minimum full-time salary range is between $145k – $165k.
This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.
What to expect from Pearson
Did you know Pearson is one of the 10 most innovative education companies of 2022?
At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Marketing & Communications, Human Resources, Legal, Strategy and Direct to Consumer. Learn more at We are Pearson.
We value the power of an inclusive culture and also a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to building a workplace where talent can learn, grow and thrive.
Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are based on qualifications, merit and business need. All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We strive for a workforce that reflects the diversity of our communities.
To learn more about Pearson’s commitment to a diverse and inclusive workforce, navigate to: Diversity, Equity & Inclusion at Pearson.
If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing [email protected].
Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.
Job: SALES
Organization: Assessment & Qualifications
Schedule: FULL_TIME
Req ID: 12274
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