Job Description

Job Title: Lead Specialist, Sales (Strategic Account Executive)- (DACH) and South Europe

Location: Remote

Pearson Global Enterprise Sales Team

The Pearson Global Enterprise Sales Team focuses on enhancing workforce competitiveness and adaptability by unlocking human potential, productivity, and career progression. We collaborate with over 200 enterprises and governments to close skills gaps and develop critical talent. The division focuses on three main themes:

• Employability for the future of work

• Verified skills for better human capital decisions

• Shaping a skills system across governments, institutions, and employers.

We help enterprises drive productivity and growth by transforming workforce evaluation, assessment, and reskilling processes, and delivering vocational training and qualifications. We assist employers in understanding labor market dynamics and futureproofing their workforces, while helping workers gain necessary skills. Our mission is to improve career prospects by being a trusted skilling partner to enterprises and Governments supporting them to plan, source and develop talent.

The Strategic Enterprise Executive is responsible for driving sustainable revenue growth by managing and expanding relationships with highvalue enterprise, government, and publicsector clients across the DACH and Southern Europe regions This role combines strategic account management, enterprise consultative selling, and ensures long-term customer success and market expansion.

Working closely with senior client stakeholders and major GTM partners, the role coordinates internal cross functional teams to deliver tailored workforce transformation and skilling solutions. The Executive will identify and close new business opportunities within existing strategic accounts, develop new enterprise relationships, and lead direct and partner generated opportunities in markets without dedicated sales coverage.

Key Responsibilities:

Deliver sustainable enterprise and partnered‑ revenue growth across the DACH and Southern Europe regions in line with Enterprise Learning & Skills (ELS) growth priorities.

• Strategic Account Leadership: Serve as executive sponsor for priority enterprise, government, and public‑sector accounts, ensuring long‑term value creation, senior stakeholder alignment, and customer success.

• Enterprise Deal Leadership Lead complex, multi‑stakeholder enterprise engagements, including high‑value, multi‑year, and solution‑led opportunities.

• Go‑to‑Market Execution: Drive joint go‑to‑market execution and co‑selling motions with priority GTM and strategic partners.

• Revenue Growth: Own direct enterprise growth in white‑space and under‑covered markets, shaping entry strategy and early pipeline development.

• Workforce Transformation Engagement: Lead enterprise and public‑sector engagement on national skilling, workforce transformation, and EU‑funded initiatives, including RFPs.

• Commercial Governance & Financial Acumen: Negotiate and close complex commercial agreements, including renewals, expansions, and strategic partnerships, in line with Pearson commercial governance.

• Cross‑Functional Enterprise Leadership: Orchestrate cross‑functional enterprise teams (Sales, Solutioning, Product, Marketing, Delivery, Customer Success) to secure and expand strategic accounts.

• Strategic Insight & Performance Management: Provide strategic market, customer, and partner insight to regional and global leadership, supported by disciplined forecasting and pipeline governance.

• Partner Effectiveness & Ecosystem Development: Design, build, and scale strategic channel and ecosystem partnerships to extend market reach and accelerate enterprise adoption.

Required Skills

• Business and Commercial Acumen: Quickly understand business situations, identify risks and opportunities, take into account financial, strategic and stakeholder requirements when putting together a commercial response and getting internal approvals.

• Strong Communication: Exceptional presentation, negotiation, and interpersonal skills, with the ability to engage and influence senior decision-makers.

• Relationship-Building: Demonstrated success in establishing and nurturing key client relationships that drive growth and expansion opportunities.

• Solution Selling: Demonstrable experience in solutions selling, bringing multi-product and complex solutions to customers.

• Analytical Mindset: Capable of translating complex business challenges into practical software solutions, leveraging data and insights to support recommendations.

• Technical Proficiency: Familiarity with software sales cycles, cloud-based platforms, and enterprise-level software deployments, including use of AI through the process and in tooling

• Outbound Sales Skills: Engages prospects, understands needs, and closes opportunities. Use customer insights, analytics, and AI to tailor outreach and accelerate sales cycles.

• Teamwork: Strong collaboration and cross-team working.

  
  Qualifications:

• Proven Sales Background: Several years in enterprise sales with a history of meeting or exceeding revenue targets in a software or technology environment.

• Market knowledge: Strong understanding of the DACH- Southern Europe enterprise market and its unique challenges and opportunities.

• Language: Fluent in German and English (Spanish and/or Italian would be a plus)

• Product experience: Experience in selling tech, AI-driven solutions, and educational, learning and/or skills technology products.

• Travel: Ability to travel in the region as required