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Director Strategic Partnerships

Maryland, MD


Director Strategic Partnerships


We are the world's learning company with more than 24,000 employees operating in 70 countries. We combine world-class educational content and assessment,powered by services and technology, to enable more effective teaching and personalized learning at scale. We believe that wherever learning flourishes so do people.

Pearson's Online & Blended Learning K-12 (OBL) group provides high-quality, highly accountable online education solutions to schools, school districts, and students in grades K-12. We serve families and schools with a variety of digital learning and online school solutions including Connections Academy, Pearson Online Academy, and Pearson Connexus. Our company culture is built around our motto "Always Learning" and a set of core values that we live by; brave, imaginative, decent, accountable, curious, customer-centric, and collaborative.

Position Summary:

Working from a home office with ability for substantial travel, the Director of Strategic Partnerships of Pearson Online and Blended Learning is a field professional reporting to the Vice President of Strategic Partnerships whose primary responsibility is to develop new Connections Academy full-time virtual school partnerships in an assigned geographic region. You will be responsible for establishing relationships with key decisions makers and influencers in education i.e. state/district/school administrators, company executives, university leadership, leveraging your experience and expertise to create new growth opportunities for Pearson OBL. The Director of Strategic Partnerships must be independent, innovative, entrepreneurial, creative and knowledgeable with the ability to bring large opportunities to successful outcomes. The Director of Strategic Partnerships will be forward-thinking and effectively negotiate terms that benefit Pearson and our customers. The ideal candidate enjoys solving complex problems, works effectively with cross-functional teams, exhibits Pearson OBL core values, and thrives in a fast-paced setting that is constantly evolving. Strategic Partnerships is part of the Client Development and Partnerships team which is responsible for generating, managing, and executing some of OBL's most complex and high impact partnership engagements.

Primary Responsibilities:

- Delivers new full-time virtual school opportunities to meet or exceed revenue goals.

- Create new strategic partnerships aligned to organizational strategy.

- Works collaboratively with organizational leadership including but not limited to state and district school leaders, school board members, university and corporate decisions makers, and OBL leadership team members to successfully identify and close long-term strategic partnerships.

- Analyze competitive data and industry trends to better understand the value and impact on the business.

- Successfully address key concerns and present mutually beneficial solutions.

- Build trust and successful relationships during the sales process to ensure finalization and closure of contracts.

- Define partnership strategies and go-to-market plans to meet regional and national objectives.

- Evaluate the economic and strategic cost-benefit of partnerships.

- Provide deep subject matter expertise. Be able to understand the business needs, understand the solution options, and be able to effectively describe and demonstrate how these solutions meet the needs of the customer.

- Oversee the proposal process as it relates to identifying the right opportunity, coordinating with internal stakeholders, designing solutions, and meeting all deadlines.

- Demonstrates and applies knowledge of key national and state issues, rules, and regulations and implement state specific strategic initiatives to meet sales objectives, be able to effectively communicate these to appropriate internal and external stakeholders.

- Increase job knowledge by participating in educational opportunities; reading professional publications; maintaining professional networks.

- Identify key stakeholders to build relationships and credibility within partner organizations and help them realize the full potential of Pearson Online and Blended Learning.

- Drive business planning, goal setting, and consensus working with cross-functional teams (Legal, Finance, Marketing, Product, etc.) to achieve those business objectives

- Be accountable for achieving sales targets with opportunities that align to Pearson OBL's product roadmaps, financial goals, and regulatory compliance.

- Analyze the market to prioritize target partners, present business cases and negotiate partner agreements

- Other duties as assigned.



?10 years in education reform, school development, strategic partnerships, online learning, or direct customer sales experience is required.

?Bachelor's degree required. Master's preferred. Background in education is preferred.

?Knowledge of and experience in education and/or online learning, is desired.

?Strong persuasion, prioritization, and relationship building skills are essential; and comfort influencing partners and co-workers at all levels of an organization.

?Demonstrated success working in a cross-functional environment.

?Demonstrated success in understanding the complex sales process.

?Team player. Enjoys collaborative work environment and can demonstrate proven success.

?Independent, demonstrates initiative and requires minimal supervision.

?Ability to generate relationships with significant educational decision-makers. Understands how to network.

?Demonstrated knowledge of educational policy issues impacting online learning sales.

?Demonstrated experience successfully collaborating with all levels of administration, including senior management staff and senior level customers.

?Outstanding work ethic with ability to manage multiple projects and priorities simultaneously; No previous performance issues around relationships, work ethic, integrity or initiative.

?Must be able to travel frequently throughout a territory; must have valid driver's license; must be willing to travel to customer sites in territory at least 3 days per week.

?End-to-end negotiation experience, including identifying, developing, and executing successful partnerships.

?Demonstrated ability to think strategically and creatively while applying sound business judgment and quantitative analytics.

?Excellent oral and written skills to communicate complex issues and influence others internally and externally.

Key Capabilities:

?Customer Centric - Acts with a strong customer mindset (both internal and external) and is a visible advocate for the customer. Builds strong relationships with customers and uses those to improve their experience and outcomes.

?Delivering Financial Results - A strong track record of delivering sales and profitability against budgets and commitments.

?Communications - A great communicator who engages teams and stakeholders with thoughtful delivery and messages that resonate.

?Works well in a matrix - Models collaboration, solves problems with peers, builds trust and support.

?Takes personal responsibility - Can be relied on to complete tasks timely and well, demonstrates "ownership" regardless of the outcome, proactive in exploring and exploiting new opportunities.

?Manages customer expectations - Works closely with the sales team to outline expectations for deliverables without customer escalation.

?Fully engaged in growing the business - By building a reputation within Pearson Online & Blended Learning in growing the business, proactively problem solving, and offering suggestions on how we can improve as an organization.


?Responding constructively to others' ideas and suggestions.

?Encouraging active participation and cooperation within the team.

?Finding solutions to problems that impact performance.

?Helping others to manage the emotional impact of change.

?Embracing change and proposing more effective ways of working.

?Able to tackle unforeseen challenges using existing resources

?Anticipating stumbling blocks, customer questions, and developing contingency plans.

?Recognize and regulate your emotions and behaviors with internal and external teams.

?Recognize others' emotions and perspectives and take them into account.

?Communicating openly and honestly with colleagues and customers.

?Taking personal responsibility for the quality and content of your work.

?Effectively communicate and demonstrate Pearson's values, culture, and student focus.

?Demonstrate high standards for trustworthiness, dependability, and decency.

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

Primary Location: US-Virginia

Other Locations US-West Virginia, US-New York, US-Connecticut, US-Pennsylvania, US-New Jersey, US-Maryland, US-Massachusetts, US-Ohio

Job: Sales

Organization: North America Connections

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Sep 18, 2020

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 2007252
Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.