Specialist, Channel Sales - APAC

Pearson

Specialist, Channel Sales- APAC

Overview

At Pearson, we are committed to a world that is always learning and to our talented team who makes it all possible. From bringing lectures vividly to life to turning textbooks into laptop lessons, we are always reexamining the way people learn best, whether it is one child in our own backyard or an education community across the globe.

We are bold thinkers and standout innovators who motivate each other to explore new frontiers in an environment that supports and inspires us to always be better. By pushing the boundaries of technology — and each other to surpass these boundaries — we create seeds of learning that become the catalyst for the world’s innovations, personal and global, large, and small.

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, veterans, and people with disabilities are encouraged to apply.

POSITION SUMMARY

The Selects Sales team is responsible for sourcing the best possible partners to bring onboard as new or replacement test centers to ensure the channel footprint meets our clients' expectations. This requires us to build strong and long-lasting relationships with our partners.

In this key position as a Specialist, Channel Sales you will be responsible for the successful recruitment of new and replacement test centers, as well as alternative testing solutions for the Select Channel and other 3rd Party testing solutions as needed. 

You will be responsible for the APAC market. You will be a part of a global team so occasional work in different time zones is expected. 

You will leverage in-depth knowledge of higher education trends and data-driven insights to consult and convince prospective partners on the Pearson VUE test center value proposition and will be expected to achieve and surpass quarterly footprint, recruitment & product sales targets.

This role reports to the Channel Sales Leader. Working closely with the global Specialists, Channel Sales, prospects, customers, marketing team, and other internal stakeholders, the Specialist develops, oversees onboarding, and maintains the PVTC Select channel and other 3rd Party test centers as needed.

PRIMARY RESPONSIBILITIES

• Successfully recruit and replace PVTC Select channel partners, establishing long lasting relationships.

• Generate data-driven insights in your region, maintain a pipeline of leads, recruit and ensure contract signature is obtained to establish timely and effective site requirements and operation.

• Accountable for the assigned channel footprint meeting our clients’ expectations with focus on on-site retention and specific targeted needs as defined.

• Drive profitable testing volumes in your assigned region.

• Provide any required sales and recruitment support to PVTC Select channel partners in the most timely, intelligent, and optimal manner possible.

• Proactively and enthusiastically develop and manage PVTC Select channel partners to ensure satisfaction levels are high, opportunities are known, and maximized and profitable volume targets are achieved.

• Partner closely with respective market managers for IT & Professional client revenue-generating activities as designated.

• Proactively provide feedback on suggested improved procedures, improved channel sales tools, and systems to increase profitability and testing volumes through effective and timely sales-operation support.

• Participate in occasional key industry events, as and when required.

• All employees have a responsibility to co-operate in promoting and maintaining a safe and healthy working environment, and to take reasonable care of their own health and safety at work and that of all other staff that may be affected by their acts or omissions. Line managers have specific responsibility for the health and safety of their direct reports and other team members for which they have general management responsibility.

• All employees are also responsible for supporting and implementing the company’s policies and procedures around the Health and Safety, Security, Quality and Business Continuity arrangements that apply in their role/work function.

PVTC Select Recruitment and Sales Management:

• Conduct lead research for areas where Pearson testing is not available and geographic coverage has been requested by the client.

• Build pipeline and qualify the leads, by proactively identifying and cultivating relationships in your region, set up meetings and pitch Pearson testing center's value proposition.

• Contracts: negotiate contracts; including decisions on payments, equipment provided to a site, upgrades to facilities that may be reimbursed to accommodate testing, and whether staffing will be provided by site or by Pearson.

• Recruit prospective PVTC Selects by finalizing the contracts and obtaining signatures.

• Revenue: grow revenue at a high rate by identifying, prioritizing, and executing on opportunities to create shared value across your region that can increase delivery volumes and boost product sales.

• Record all key calls, emails, and communication in the Salesforce database, generate reports as requested.

• Relationship Management: hold business owners accountable in a motivating manner, proactively confirm the value of having a Pearson test center, work effectively with cross-functional teams across culturally and professionally diverse Pearson offices.

Qualifications, Education and Experience:

• Bachelor's Degree or equivalent work experience required

• 3+ years customer relationship management required

• Experience working with the Microsoft Office Suite required

• AI literacy and proven track record of basic skills as well as willingness to learn

• 3+ years sales or recruitment experience strongly preferred

• Experience working in Salesforce preferred

• Quota experience preferred

• Additional languages are preferred but not required

Skills, Knowledge and Abilities:

• Perseverance and drive, manifested in a strong work ethic

• Effective communication and influencing skills, strong presentation skills

• Proven ability to work successfully with teams around the globe

• Cultural awareness

• Get-it-done mindset: not afraid to roll up your sleeves, doing what it takes to get the job done - while also thinking and acting at a strategic level

• High level of business acumen

• Ability to run reports to generate data-driven insights in IntelliVUE or similar systems

• Relationship building and maintenance skills required

• Proactive and self-starting

• Team player and networking skills

• Occasional travel as required

• Working across different time zones as required 

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