Note: The job is a remote job and is open to candidates in USA. Pearson is a global lifelong learning company focused on helping people realize their potential through learning. The Principal, Sales will lead and support large, complex opportunities for institutional, enterprise, government, and education customers, guiding deals from qualification and strategy development through negotiation and close. The role involves building senior stakeholder relationships, shaping customer solutions, leading negotiations, and driving commercial growth across teams and markets.
Responsibilities
- Lead and support the pursuit of large, complex deals, ensuring a strong strategy from opportunity identification through to close
- Proactively identify, qualify, and originate high-value opportunities across target markets and customer segments
- Partner with in-country, regional, and central, sales, account, and technical teams to shape compelling solutions that address complex customer requirements
- Build and maintain strong relationships with senior decision-makers and key stakeholders throughout the deal lifecycle
- Act as a trusted strategic and technical advisor on deal strategy, customer solution design, and specialty product positioning, removing obstacles and accelerating progress
- Independently originate and own strategic opportunities, while partnering with in-country teams to advance priority deals and expand market reach
- Lead negotiations and coordinate cross-functional input to secure competitive, customer-focused outcomes
- Share best practices, improve sales processes, and raise execution standards across teams to strengthen collaboration and performance
- Drive measurable commercial impact by improving win rates, accelerating complex deal closure, strengthening collaboration, and contributing to revenue growth
Skills
- Strong alignment with Pearson's culture, values, and leadership behaviours: Customer Centricity, Raising the Performance Bar, Exceptional Collaboration for Value, and Our Leaders Inspire
- Proven track record of identifying, developing, and closing large, complex deals in competitive environments
- Experience working across cross-functional teams, including account, technical, and commercial stakeholders, to deliver tailored customer solutions
- Strong business acumen and strategic thinking, with the ability to assess opportunities, define winning approaches, and drive revenue growth
- Excellent communication, influencing, negotiation, and problem-solving skills, with confidence engaging senior stakeholders
- Demonstrated strength in account management, outbound sales, strategic planning, and customer relationship management
- High adaptability, a proactive and driven mindset, and the ability to thrive in fast-paced, high-stakes environments
- Sales intelligence capability, with the ability to use market and opportunity insights to identify growth potential, improve forecasting, and inform strategic commercial decisions
- Comfort working with data, sales intelligence, and evolving technologies—including artificial intelligence—to improve decision-making and commercial outcomes
Benefits
- Home Office.
- Home Office Allowance.
- Medical Assistance.
- Dental Assistance.
- Employee Well-being Support.
- Life Insurance.
- Meal Voucher.
- Pharmacy Discount Program.
- Discount on Our Language School Franchises.
- Discount on Language Learning Books.
- Pearson University.
- Childcare Assistance.
- Birthday Off.
- Sales Incentive Plan
- Extended Maternity and Paternity Leave – 6 months for mothers and 1 month for fathers.
Company Overview