Job Title: Advanced Associate, Sales – Enterprise
Location: India (Hybrid)
Job Summary
Drives revenue growth across assigned enterprise education accounts by combining proactive prospecting with consultative solution selling for vocational and higher-education qualifications.
Builds trusted relationships with institutional leaders and stakeholders, managing complex sales cycles from enquiry to closure while ensuring seamless post-sale support.
Collaborates cross-functionally to resolve customer needs, identify upsell opportunities, and deliver measurable value aligned to customer strategy and compliance standards.
Key Responsibilities
This Advanced Associate, Sales - Enterprise, Learning and Skills role is responsible for driving revenue growth across customer existing accounts assigned to the role. This role also includes establishing new contacts through enquiries received through OneCRM and developing new business / sales. This position will primarily be responsible for managing existing accounts, supporting them in day-to-day customer related queries through escalation / assigning them to the relevant teams within Pearson. Supporting customer accounts in resolving complex issues will be part of the role. To effectively deliver an annual sales quota, this role requires advanced skills, knowledge and experience in selling qualifications particularly vocational and higher education qualifications working with tertiary and skills / vocational training institutions, universities, colleges and schools.
This role involves contacting and working with various layers within the customer account that include their leadership, management, academic staff and other teams. Also be willing to take part in exhibitions and make customer visits when required to do so.
Be a team player working with colleagues through cross-functional engagement towards successful delivery of business and customer expectations.
The role also requires understanding of the qualifications market, ability to sell solutions in education and training and attention to detail in the execution of plans.
Prospecting and Lead Generation
Core to the role is the proactive identification and cultivation of new business opportunities among existing and new customers.
- Leveraging CRM tools and data analytics to track prospect engagement and prioritize follow-ups.
- Establishing relationships with decision-makers such as deans, department heads, program directors, and procurement officers. Work with the influencers in the industry and within institutions
Needs Assessment and Solution Selling
- Understand the specific needs, pain points, and goals of the institution or organization.
- Demonstrate in-depth knowledge of the products or services, including curriculum, technology, accreditation, and outcomes.
- Customize recommendations and presentations to align with the customer’s strategic priorities and regulatory requirements
Product Demonstration and Presentations
- Acting as a subject matter expert, staying abreast of changes in pedagogy, digital tools, and industry certifications.
Negotiation and Deal Closure
- Prepare and present proposals, quotes, and contracts in consultation with the relevant teams withing Pearson.
- Manage the sales cycle from initial contact through to signed agreement and handover to implementation teams.
Relationship Building and Account Management
Long-term success in skills and higher education sales hinges on trust and relationship management. Responsibilities encompass:
- Providing ongoing support and communication to ensure client satisfaction post-sale – Be a business partner / solutions provider and the ‘Go to person’.
- Identifying upsell or cross-sell opportunities as customer needs evolve.
- Coordinating with customer success, product, and technical support teams to deliver value and resolve issues.
- Acting as a trusted advisor to educational partners, maintaining regular check-ins and sharing industry insights.
Collaboration and Internal Alignment
- Working closely with product, marketing, and operations teams to refine offerings and enhance the student or client experience.
- Sharing feedback and market intelligence to inform product development and go-to-market strategies.
- Work with and engage the Stakeholder Relations / Progression & Recognition / Government Relations as required.
- Participating in internal training and professional development to stay current with educational trends and product updates.
Compliance and Ethical Selling
- Adhere to all relevant policies, standards, and codes of conduct, including data privacy and accessibility requirements.
- Maintain transparent and ethical interactions with clients, avoiding over-promising or misrepresentation.
- Stay informed about changes in educational policy, funding mechanisms, and accreditation requirements.
Measurement and Continuous Improvement
- Tracking and reporting on sales activity, pipeline progress, and revenue achieved against targets.
- Analyzing win/loss data, customer feedback, and market shifts to refine strategy and improve performance.
Continuously seeking opportunities for innovation—whether in approach, partnerships, or product enhancements.
Experience:
- Proven experience in Account Management and Sales, preferably in the education sector.
- Strong understanding of vocational and higher education and training systems
- Proven track record of delivering and exceeding sales targets
- Excellent communication and interpersonal skills
- Ability to work independently and as part of a team
- Proficiency in using CRM software and Microsoft Office Suite.
Qualifications & Experience:
- 5+ years of account management / sales experience in education technology, data services, or a related industry.
- Proven track record of achieving and exceeding sales targets in India and/or South Asia.
- Experience managing complex, multi-stakeholder sales cycles.
- Ability to work independently while collaborating effectively with global teams.
- Willingness to travel (including inter-state) upon requirement including participation at workshops, exhibitions and stakeholder engagement activities.
- Bachelor’s degree in business, Marketing, or related field, or an equivalent combination of education and experience.
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