Advanced Specialist, Sales
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AI Summary
Job Title: Advanced Specialist, Government/Public Sector
Purpose The Advanced Specialist (IC25), Government/Public Sector is a quota-carrying seller responsible for winning, retaining, and expanding a portfolio of Government and Public Sector accounts across the Americas.
This role requires deep fluency in regulated procurement environments, strong RFP/RFI leadership, and the ability to navigate complex, multi-stakeholder buying processes while maintaining rigorous compliance and governance standards.
In alignment with the Americas sales reorganization, this role preserves continuity and specialized expertise in Public Sector selling, while applying the same disciplined sales fundamentals used across Top Accounts and Midsized Accounts segments—clear ownership, forecast rigor, and cross-functional orchestration.
Key Responsibilities
Public Sector Deal Leadership (New Logo and Expansion)
Lead end-to-end pursuit strategy for Government/Public Sector opportunities, including qualification, discovery, value narrative development, and close planning within long-cycle deal environments.
Own and manage RFP/RFI and procurement-driven motions, ensuring compliant, high quality submissions through close partnership with Legal, Solutioning, Finance, and RevOps.
Develop and execute account strategies that drive cross-sell and multi-product expansion where customer needs and contracting structures allow.
Retention, Renewals, and Customer Outcomes
Own renewal strategy for assigned accounts, engaging early to identify risks, manage timelines, and protect recurring revenue.
Identify expansion signals during the renewal lifecycle and convert them into qualified opportunities aligned to customer outcomes.
Stakeholder Navigation and Relationship Management
Build trusted relationships across procurement, program owners, functional leaders, and executive stakeholders within public sector organizations.
Demonstrate executive presence and strong communication skills to advance complex, high-impact pursuits.
Cross-Functional Orchestration and Governance
Orchestrate internal partner teams to progress deals with clear accountability, timelines, and decision points.
Operate with high governance discipline, ensuring adherence to pricing, contracting, and approval processes.
Pipeline Management and Forecast Discipline
Maintain accurate CRM hygiene, pipeline integrity, renewal calendars, and forecast accuracy across long-cycle opportunities.
Build and sustain a healthy pipeline through structured prospecting, partner engagement, and disciplined pursuit management.
Enterprise-Minded Contribution
Act as a role model for disciplined, compliant selling and contribute best practices that strengthen the Government/Public Sector sales motion across the Americas.
Scope and Impact
Primary focus includes Government and Public Sector accounts requiring procurement expertise, compliance rigor, and multi-stakeholder navigation.
Measures of success include bookings (new, renewal, and expansion), pipeline health, forecast accuracy, customer continuity, and zero compliance issues.
Essential Behaviors and Competencies
Public sector procurement and contracting fluency
RFP/RFI leadership and documentation rigor
Consultative, value-based selling with strong commercial judgment
Executive communication and stakeholder management
Accountability, integrity, and governance discipline
Required Qualifications
Demonstrated success in quota-carrying sales or account leadership roles
Experience navigating regulated or procurement-driven deal cycles
Strong CRM discipline and forecasting capability
Preferred Qualifications
Experience selling enterprise learning, workforce, or skilling solutions
Experience selling multi-product or solution-based portfolios
Working Conditions
Must be located in the DC Metro area
Travel up to approximately 25% based on customer and business needs
Role performed in a standard office or home-office environment
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 the 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:
The minimum full-time salary range is between $80-115,000
This position is eligible to participate in an sales incentive program, and information on benefits offered is here.
How to Apply:
Interested candidates are invited to submit their resume and a cover letter outlining their qualifications and experience to https://pearson.jobs/
Pearson is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Application Deadline:
Applications will be accepted through May 20th, 2026. This window may be extended depending on business needs.
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