Senior Client Partner – Government (International TVET) 

Organization: Pearson – Enterprise Learning & Skills | Vocational Qualifications 

Job Family: Go To Market 

Job Category: Sales / Client Partner 

Job Level: M38 (Operational Manager) 

Location: United Kingdom – London (80 Strand) 

Contract: Full time, 37.5 hours per week (Hybrid) 

Incentives: SIP 30% | Eligible for annual incentive and LTIP 

Role Purpose 

The Senior Client Partner – Government is accountable for leading Pearson’s international government contracts for vocational qualifications, with primary responsibility for the successful delivery and growth of strategic government programmes in Jordan and Uzbekistan, alongside building and converting a pipeline of new government contract opportunities across priority international markets. 
 
Operating at M38 level, the role combines ownership of complex, multi‑year government contracts with leadership of cross‑functional deal and delivery teams, holding accountability for commercial performance, contractual risk, client relationships, and delivery quality. The role plays a pivotal part in ensuring government clients experience Pearson as a single, joined‑up partner, aligned to a clear One Pearson approach. 

Key Accountabilities 

1. Government Client Leadership & Programme Ownership 

• Act as senior commercial owner for Pearson government TVET programmes in Jordan and Uzbekistan. 

• Hold accountability for revenue, margin, delivery quality, contractual compliance and client satisfaction. 

• Lead senior relationships with ministries, agencies, regulators and delivery partners where key contracts are in place. 

2. Government Contract Acquisition & Pipeline Development 

With colleagues: 

• Build, qualify and manage a robust international government sales pipeline aligned to Pearson’s TVET growth priorities. 

• Define and lead tender‑winning strategies for complex international government bids. 

• Oversee bid governance, partner models, pricing strategy and commercial risk assessment. 

• Lead or support contract negotiations to secure favorable and deliverable commercial terms. 

3. Commercial Strategy & Planning 

• Contribute market insight and commercial perspective into divisional and portfolio planning. 

• Own forecasting, opportunity qualification and performance management for assigned government portfolios. 

• Identify opportunities to expand existing contracts through programme extensions, additional services or phased scale‑up. 

• Apply disciplined commercial judgement to balance growth ambition, delivery capability and risk. 

4. Cross‑Pearson Collaboration & One Pearson Delivery 

• Challenge business as usual policies and processes where they are not fit for purpose to meet government customer requirements and champion any necessary changes.

• Push operational teams to continually improve delivery to support large scale government contracts  

• Act as a commercial integrator across Pearson, ensuring government clients experience a unified and coherent offer. 

• Partner with Schools Qualifications and Assessment teams to align vocational and academic pathways across system reforms. 

• Collaborate with Pearson Services teams to ensure contracts are designed for successful, sustainable delivery. 

• Work across Pearson business units to develop integrated, cross‑BU solutions addressing system‑level government needs as required 

• Provide single‑point commercial accountability for government clients, coordinating internal teams for a seamless experience. 

• Share learning and best practice to strengthen Pearson’s collective government capability. 

5. Leadership & Capability Development (M38) 

• Lead and influence multidisciplinary, matrixed teams across countries and functions. 

• Coach colleagues to strengthen government contracting, negotiation and commercial capability. 

• Role‑model inclusive leadership, clarity and accountability in complex environments. 

Alignment to Pearson Essential Behaviors 

Customer Centricity – Builds trusted, long‑term government partnerships and joined‑up solutions. 
 
Raise the Bar – Sets high standards for bid quality, delivery and governance. 
 
Collaboration for Value – Integrates expertise across Pearson to maximize collective impact. 
 
Leaders Inspire – Creates clarity, trust and momentum across complex matrix teams. 

Experience & Capabilities 

Essential: 

• Proven leadership experience and ability to influence both internal and external stakeholders 

• Tenacious and delivery focussed with a “can do” attitude  

• Experience developing contracts and associated detailed P&Ls 

• Flexibility to travel 

• Flexibility to support Sun - Thurs working week on occasion 

• Strong data analysis skills  

• Proven experience leading complex government or public‑sector contracts. 

• Track record of winning and managing international government tenders. 

• Strong commercial judgement balancing growth, margin and risk. 

• Senior‑level negotiation and stakeholder management experience. 

Desirable: 

• Experience in TVET, education reform or national skills systems. 

• International emerging‑market government experience. 

• Experience of multi‑year, multi‑stakeholder programme delivery.