Job Description

As the world’s largest FTSE 100 learning company, Pearson has been contributing a profound impact on our world since its formation in 1844. Pearson employs more than 20,000, operates in 70 countries and delivers products and services in nearly 200 countries. We work toward a common purpose - to help everyone achieve their potential through learning. We do that by developing and providing high-quality, digital content and learning experiences, as well as assessments and qualifications, that help people build their skills and grow with the world around them. Unveil the boundless possibilities that await you.

Role: Lead Specialist, Business Development

Location: Spain, Poland and UK

About the Role

The ELL AI Products sales lead will spearhead the Go to Market side of Pearson’s most recent enterprise AI products. This Lead Specialist, Business Development is responsible for accelerating go-to-market (GTM) discussions, acting as the single expert and spoc for all Client Partners at Pearson. This role blends sales, pricing, and product expertise with hands-on execution to deliver measurable revenue growth, strengthen partner relationships, and scale sustainable success in global markets.

Key Responsibilities

• Drive Joint Sales: Enable sales acceleration of Pearson’s AI portfolio by working closely with Pearson account teams to get customers excited and close high-impact deals. Segment target markets, identify ideal partner profiles, and craft joint sales plays that leverage Microsoft’s channels and programs.

• Executive Engagement: Serve as Pearson’s senior representative and subject matter expert in executive-level engagements with customers, clearly articulating the value proposition of Pearson’s offering.

• Internal Alignment: Work across Pearson’s business units (Sales, Product, Marketing, Solutions, Technology and Partnerships) to ensure Pearson’s offering is positioned for success. Represent GTM in stakeholder meetings. Provide updates on sales progress and surface insights from the field.

• Marketplace management: Manage Pearson’s product listing, enable private offers, and optimize marketplace incentives and procurement processes to facilitate frictionless sales.

• Pricing advisory: Support account managers and client partners in pricing discussions, establishing clear pricing strategy guidelines.

• Product education: Empower account representatives by training them into the product specifications. Ensure they have the knowledge and tools to drive opportunities and evangelize our product.

• Enablement Assets: Create robust enablement materials where gaps are found – including playbooks, joint value proposition decks, case studies, objection-handling guides, and solution alignment maps – to ensure consistent and effective selling.

• Ecosystem Expansion: Identify and activate additional partner opportunities (such as MSFT partnership, consulting firms, systems integrators, or learning service providers) that can amplify Pearson’s reach.

• Resale Partner Management: Actively manage partner resellers and their pipeline ensuring contractual success and governance and a seamless client experience.

• Metrics & KPIs: Establish clear metrics (OKRs/KPIs) to track the health and impact of the sales pipeline for this product. Monitor pipeline, selling velocity, Azure Marketplace revenue recognition, and partner-influenced wins. Ensure CRM accuracy, enforce deal registration and lead-sharing protocols.

• Reporting & Insights: Deliver regular reports and dashboards for Pearson’s executives, highlighting progress against targets, upcoming deals, and areas requiring attention. Use data-driven insights to recommend adjustments to the GTM approach.

Qualifications and skills

• Experience: Proven years in enterprise technology sales, business development, or partner management, with a strong track record of launching and scaling global go-to-market programs. Previous experience working in or with Microsoft (or other hyperscale/cloud platforms) on co-selling initiatives is highly desirable.

• Leadership & Collaboration: Exceptional communication and interpersonal skills. Able to influence and coordinate cross-functional teams and cultivate relationships with senior stakeholders (both Pearson and customers). Proven ability to lead through vision and inspire teams without direct authority, in a highly matrixed environment. Naturally collaborative, with a talent for bringing together diverse teams.

• Execution & Adaptability: Entrepreneurial, with a bias for action and ability to thrive in ambiguity. Skilled at balancing big-picture strategic work with day-to-day execution details.

• Adept at quickly learning new technologies or solution areas and adapting plans based on evolving partner and market dynamics.

• Strategic & Analytical Skills: Strong strategic thinking with the ability to define market segmentation, craft joint value propositions, and identify growth opportunities. Data-driven mindset with experience setting KPIs and using analytics to inform decision-making and refine strategies.

• Education: Bachelor’s degree in Business, Technology, or related field (advanced degree or MBA is a plus).

• Innovative Mindset: Embraces new ideas and continuous learning. Stays informed about industry trends, cloud innovations, and emerging customer needs in order to proactively steer the partnership toward future opportunities.

• Results-Driven: Sets high standards and is accountable for outcomes. Exhibits a strong drive to meet and exceed targets, using creativity and resourcefulness to overcome challenges in the co-sell journey.

• Integrity & Inclusivity: Conducts business with the highest integrity, building trust with partners and colleagues. Fosters an inclusive environment that values diverse perspectives, encourages feedback, and nurtures talent development