Lead Specialist, Large Accounts

Role Purpose

The Senior Strategic Seller (Account Executive) responsible for identifying and converting the highest-value opportunities within in-region Large Accounts (> $500K), structuring multi-product deals, and serving as a deal-shaping expert and peer coach.

Key Responsibilities

Owns a strategic portfolio of in-region Large Accounts with>$500K deal potential; drives new logo acquisition and large expansions.

Leads complex opportunity strategy: customer discovery, solution architecture with Solutioning, stakeholder mapping, mutual plans, and executive alignment.

Structures multi-product solutions and commercial proposals; navigates pricing, packaging, and contracting with Legal/Finance/RevOps.

Mobilizes Marketing and Solutioning support for deals that exceed $500K; ensures cohesive messaging and differentiated value propositions.

Acts as a subject-matter expert on Pearson’s portfolio; helps customers connect needs to outcomes across product lines.

Provides informal leadership by mentoring peers, sharing best practices, and supporting leader-led deal reviews and enablement activities.

Maintains rigorous CRM hygiene and forecasting; identifies risks and mitigations early in the cycle.

Scope & Impact (Career Architecture Alignment)

Primary focus: large, complex pursuits and expansions in Large Accounts; advanced sales cycle ownership from qualification through close.

Influence: leads virtual account teams (Solutioning, Marketing, Product specialists, Customer Success) without formal authority.

Measures of success: individual quota attainment, average deal size, multi-product attach rate, win rate on>$500K pursuits, pipeline quality, forecast accuracy, and contribution to team capability.

Essential Behaviors & Competencies

Customer/learner focus: prioritizes customer outcomes and long-term value.

Collaboration: works effectively across Marketing, Solutioning, Customer Success, RevOps, Product, Legal, and Finance.

Accountability: owns commitments, uses data to manage performance, and follows governance.

Integrity: acts ethically and transparently in all customer and internal interactions.

Continuous improvement: seeks scalable ways to simplify, automate, and improve the sales/renewal experience.

Required Qualifications

Proven track record closing complex enterprise deals and expansions, ideally including>$500K opportunities.

Advanced consultative selling skills (discovery, executive alignment, value/ROI articulation, negotiation).

Ability to sell broad portfolios and assemble integrated, multi-product solutions.

Strong collaboration skills to lead virtual teams and coordinate support functions.

Comfort with ambiguity and ability to independently prioritize the highest-value opportunities.

Preferred Qualifications

Experience selling to senior executives and multi-threading within complex organizations.

Experience with MEDDICC / Challenger / similar enterprise sales methodologies.

Background in education, learning, talent, or HR technology markets.

Working Conditions

This role may require periodic travel to customer sites and internal meetings, depending on region and portfolio needs.

Work is performed in a typical office/home-office environment with regular use of standard sales and collaboration tools.