Lead Specialist, Large Accounts

Pearson • Annapolis, MD • 1d ago

Role Purpose

The Senior Strategic Seller (Account Executive) responsible for identifying and converting the highest-value opportunities within in-region Large Accounts (> $500K), structuring multi-product deals, and serving as a deal-shaping expert and peer coach.

Key Responsibilities

Owns a strategic portfolio of in-region Large Accounts with>$500K deal potential; drives new logo acquisition and large expansions.

Leads complex opportunity strategy: customer discovery, solution architecture with Solutioning, stakeholder mapping, mutual plans, and executive alignment.

Structures multi-product solutions and commercial proposals; navigates pricing, packaging, and contracting with Legal/Finance/RevOps.

Mobilizes Marketing and Solutioning support for deals that exceed $500K; ensures cohesive messaging and differentiated value propositions.

Acts as a subject-matter expert on Pearson's portfolio; helps customers connect needs to outcomes across product lines.

Provides informal leadership by mentoring peers, sharing best practices, and supporting leader-led deal reviews and enablement activities.

Maintains rigorous CRM hygiene and forecasting; identifies risks and mitigations early in the cycle.

Scope & Impact (Career Architecture Alignment)

Primary focus: large, complex pursuits and expansions in Large Accounts; advanced sales cycle ownership from qualification through close.

Influence: leads virtual account teams (Solutioning, Marketing, Product specialists, Customer Success) without formal authority.

Measures of success: individual quota attainment, average deal size, multi-product attach rate, win rate on>$500K pursuits, pipeline quality, forecast accuracy, and contribution to team capability.

Essential Behaviors & Competencies

Customer/learner focus: prioritizes customer outcomes and long-term value.

Collaboration: works effectively across Marketing, Solutioning, Customer Success, RevOps, Product, Legal, and Finance.

Accountability: owns commitments, uses data to manage performance, and follows governance.

Integrity: acts ethically and transparently in all customer and internal interactions.

Continuous improvement: seeks scalable ways to simplify, automate, and improve the sales/renewal experience.

Required Qualifications

Proven track record closing complex enterprise deals and expansions, ideally including>$500K opportunities.

Advanced consultative selling skills (discovery, executive alignment, value/ROI articulation, negotiation).

Ability to sell broad portfolios and assemble integrated, multi-product solutions.

Strong collaboration skills to lead virtual teams and coordinate support functions.

Comfort with ambiguity and ability to independently prioritize the highest-value opportunities.

Preferred Qualifications

Experience selling to senior executives and multi-threading within complex organizations.

Experience with MEDDICC / Challenger / similar enterprise sales methodologies.

Background in education, learning, talent, or HR technology markets.

Working Conditions

This role may require periodic travel to customer sites and internal meetings, depending on region and portfolio needs.

Work is performed in a typical office/home-office environment with regular use of standard sales and collaboration tools.

Note: This job description outlines the general nature and level of work. It is not intended to be an exhaustive list of all responsibilities, duties, and skills required

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the pay range for this position is as follows:

Minimum full-time salary range is between $105,000 - $170,000.

This position is eligible to participate in a sales incentive plan , and information on benefits offered is here.

Applications will be accepted through September 18, 2026. This window may be extended depending on business needs.

Who we are:

At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.

Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Job: Sales

Job Family: GO\TO\MARKET

Organization: Enterprise Learning & Skills

Schedule: FULL_TIME

Workplace Type:

Req ID: 25687

location

Pearson

Go to Apply

Share this job

Similar Jobs

Retail Salesperson

Bridgestone Americas • Baltimore, MD • 15min ago

Retail & Hospitality

007005 York Rd Full time 2026_22329 Company Overview Bridgestone Retail Operations (BSRO) is part of Bridgestone Americas and employs over 22,000 teammates in North America. BSRO operates more than 2,200 company-owned st...

15min ago

Go to Apply

Mid-Atlantic Operations Manager

Mobile Communications America • Jessup, MD • 26min ago

Management & Administrative

MCA, your trusted advisor for wireless communications, data, and security, is seeking an experienced Regional Operations Manager to support our fast-growing Voice (MSS) division within the Mid-Atlantic region . MCA seeks...

26min ago

Go to Apply

Cyberspace Analyst 2

Huntington Ingalls Industries • Fort Meade, MD • 56min ago

Retail & Hospitality

Requisition Number: 30193 Required Travel: 0 - 10% Employment Type: Full Time/Salaried/Exempt Anticipated Salary Range: $90,000.00 - $129,000.00 Security Clearance: TS/SCI with Poly Level of Experience: Mid This opportun...

56min ago

Go to Apply

Cyber Security Training Manager

Leidos • Odenton, MD • 56min ago

Management & Administrative

Description The Digital Sector is seeking a Cybersecurity Training Manager to support the DISA GSM-O II TN22 Boundary and CSSP Services Program. GSM-O II delivers network operations and cyber defense support to the Defen...

56min ago

Go to Apply

Cyber Security Training Coordinator

Leidos • Odenton, MD • 1h ago

IT & Engineering

Description The Digital Sector is seeking aCybersecurity Training Coordinatorto support the DISA GSM-O II TN22 Boundary and Cyber Security Service Provider (CSSP) Services Program. GSM-O II delivers network operations an...

1h ago

Go to Apply

Armed Protective Security Officer - SSA

HANA INDUSTRIES • Baltimore, MD • 1h ago

Management & Administrative

Armed Protective Security Officer - SSA BALTIMORE, MD ( http://maps.google.com/maps?q=6401+SECURITY+BOULEVARD+BALTIMORE+MD+USA+21235 ) Apply Description Join Our Dynamic Teamat Hana Industries, Inc. Are you a skilled and...

1h ago

Go to Apply

IT CYBERSECURITY SPECIALIST (NETWORK/INFOSEC)

Defense Information Systems Agency • Fort Meade, MD • 1h ago

IT & Engineering

Summary This position is being recruited under 10 USC 1599f into the Cyber Excepted Service and does NOT convey eligibility to be converted to the Competitive Service. It has been identified as a position necessary to ca...

1h ago

Go to Apply

Lead Cyber Security Trainer

Leidos • Odenton, MD • 1h ago

IT & Engineering

Description The Digital Sector is seeking a Lead Cybersecurity Trainer to support the DISA GSM-O II TN22 Boundary and Cyber Security Service Provider (CSSP) Services Program. GSM-O II delivers network operations and cybe...

1h ago

Go to Apply

Executive Administrative Assistant (63478)

Adams and Associates • Laurel, MD • 1h ago

Management & Administrative

Salary Range $26.08 - $26.08 Hourly Position Type Full Time Education Level High School Category Education Description Executive Assistant - Woodland Job Corps Center Woodland Job Corps Center is seeking a highly organiz...

1h ago

Go to Apply

Warehouse Manager

Consolidated Electrical Distributors • Upper Marlboro, MD • 2h ago

Management & Administrative

Summary Job title: Warehouse Manager Job ID: null Department: Upper Marlboro - CED Location: null-null Description Summary: Consolidated Electrical Distributors (CED) is hiring a Management Level position, responsible fo...

2h ago

Go to Apply

Subscribe to get new jobs sent directly to you
(no charge, cancel anytime)