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Role: Lead Specialist, Business Development

Location: Spain, Poland and UK

About the Role

The ELL AI Products sales lead will spearhead the Go to Market side of Pearson’s most recent enterprise AI products. This Lead Specialist, Business Development is responsible for accelerating go-to-market (GTM) discussions, acting as the single expert and spoc for all Client Partners at Pearson. This role blends sales, pricing, and product expertise with hands-on execution to deliver measurable revenue growth, strengthen partner relationships, and scale sustainable success in global markets.

Key Responsibilities

• Drive Joint Sales: Enable sales acceleration of Pearson’s AI portfolio by working closely with Pearson account teams to get customers excited and close high-impact deals. Segment target markets, identify ideal partner profiles, and craft joint sales plays that leverage Microsoft’s channels and programs.
• Executive Engagement: Serve as Pearson’s senior representative and subject matter expert in executive-level engagements with customers, clearly articulating the value proposition of Pearson’s offering.
• Internal Alignment: Work across Pearson’s business units (Sales, Product, Marketing, Solutions, Technology and Partnerships) to ensure Pearson’s offering is positioned for success. Represent GTM in stakeholder meetings. Provide updates on sales progress and surface insights from the field.
• Marketplace management: Manage Pearson’s product listing, enable private offers, and optimize marketplace incentives and procurement processes to facilitate frictionless sales.
• Pricing advisory: Support account managers and client partners in pricing discussions, establishing clear pricing strategy guidelines.
• Product education: Empower account representatives by training them into the product specifications. Ensure they have the knowledge and tools to drive opportunities and evangelize our product.
• Enablement Assets: Create robust enablement materials where gaps are found – including playbooks, joint value proposition decks, case studies, objection-handling guides, and solution alignment maps – to ensure consistent and effective selling.
• Ecosystem Expansion: Identify and activate additional partner opportunities (such as MSFT partnership, consulting firms, systems integrators, or learning service providers) that can amplify Pearson’s reach.
• Resale Partner Management: Actively manage partner resellers and their pipeline ensuring contractual success and governance and a seamless client experience.
• Metrics & KPIs: Establish clear metrics (OKRs/KPIs) to track the health and impact of the sales pipeline for this product. Monitor pipeline, selling velocity, Azure Marketplace revenue recognition, and partner-influenced wins. Ensure CRM accuracy, enforce deal registration and lead-sharing protocols.
• Reporting & Insights: Deliver regular reports and dashboards for Pearson’s executives, highlighting progress against targets, upcoming deals, and areas requiring attention. Use data-driven insights to recommend adjustments to the GTM approach.