Lead Specialist, Sales

Job Description

Responsibilities

• Own revenue growth for Pearson’s Test Prep portfolio across assigned geographies, customer segments, or named accounts in India, delivering against new business, renewal, and expansion targets.
• Build and manage a healthy pipeline through prospecting, referrals, events, channel activity, and self generated outreach across coaching centres, schools, school groups, and other relevant education partners.
• Use a consultative, solution-selling approach to understand customer priorities, teaching models, learner needs, operational constraints, and commercial drivers, then translate those insights into tailored proposals.
• Sell digital-first and blended solutions, including platform-based products, assessments, content, services, and implementation approaches that address customer needs and improve learner outcomes.
• Lead high-quality discovery conversations with owners, directors, centre heads, principals, academic leaders, and procurement or administrative stakeholders to identify decision criteria and buying processes.
• Conduct compelling product demonstrations and solution presentations that clearly articulate value, differentiation, implementation requirements, and return on investment.
• Create account and territory plans for priority customers, identifying whitespace opportunities, multi stakeholder engagement plans, competitive risks, and growth actions.
• Manage the full sales cycle from lead qualification through proposal, negotiation, closure, onboarding handoff, and post-sale follow-through.
• Develop strong relationships with key decision-makers and influencers, positioning Pearson as a trusted partner rather than a transactional vendor.
• Partner closely with marketing, product, customer success, finance, and operations teams to shape customer solutions, support launches, and ensure smooth delivery and adoption.
• Track activity, pipeline health, forecast accuracy, and account progress consistently in CRM and other business systems.
• Stay close to the Test Prep market in India, including competitor moves, customer buying behaviour, digital adoption trends, and changes in the coaching and school landscape.
• Support collections, commercial hygiene, and contract compliance in partnership with relevant internal stakeholders.
• Represent Pearson in customer meetings, local events, partner forums, and other market-facing opportunities to strengthen brand presence and commercial momentum.
• Share market feedback and recurring customer needs to help inform product enhancements, sales plays, and go-to-market improvements.

What You Bring

• Proven sales experience in education, edtech, digital learning, test preparation, SaaS, or other solution oriented B2B or B2B2C environments.
• Strong track record of meeting or exceeding revenue targets through a combination of new business acquisition, account growth, and customer retention.
• Experience selling into coaching centres, schools, higher education institutions, or other education focused organisations in India is strongly preferred.
• Demonstrated solution-selling capability, with the ability to diagnose customer needs, manage multiple stakeholders, and align product value to educational and commercial outcomes.
• Confidence presenting digital products and leading customer conversations that move from needs discovery through business case and close.
• Strong commercial acumen, negotiation skills, and the ability to manage pricing, proposals, and contracting discussions effectively.
• Ability to work across a matrixed organisation and collaborate productively with cross-functional teams.
• Strong planning, organisation, and follow-through, with attention to detail across the full sales and post-sale process.
• Proficiency with CRM systems, Microsoft Office, and other core sales productivity tools.
• Good understanding of the India education landscape, especially the Test Prep and coaching ecosystem, digital adoption trends, and customer expectations.
• Excellent communication and relationship-building skills in English; additional regional language capability would be an advantage.
• Bachelor’s degree required; MBA or equivalent commercial qualification is an advantage

Are you interested in this position?
Apply by clicking on the “Apply Now” button below!
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