Business Development Manager

Pearson is looking for a dynamic sales professional with experience, passion and a proven talent for winning business. As Business Development Manager (BDM) - Sydney you will focus on selling Pearson's innovative digital platforms, content and services within the Higher Education sector. This role is responsible for institutional sales and partnerships growth (B2B) and expanding our market share adoptions (B2BC) to drive D2C monetization. Your efforts will identify new business opportunities and expand client partnerships within the Higher Education sector.

Our team: Higher Education - The Higher Education division provides quality courseware and innovative digital learning solutions that support learners and educators in the tertiary sector.

• Sales & Business Development: Drive growth and increase market share within the respective territory, focusing on Higher Education (HE) products and digital solutions.
• Sales & Business Development: Map out sales strategies for key accounts in alignment with key business priorities.
• Sales & Business Development: Proactively identify and create revenue-generating opportunities, particularly in new customer segments.
• Sales & Business Development: Develop and execute sales strategies to drive market share and revenue growth in both institutional (B2B) and student-choice course level business (B2BC).
• Sales & Business Development: Promote and position Pearson as a market leader in Higher Education through strategic partnerships and engagement with diverse stakeholders.
• Sales & Business Development: Negotiate and close high-value contracts to achieve sales targets.
• Sales & Business Development: Deliver impactful sales presentations and product demonstrations to promote Pearson products and services.
• Stakeholder Management: Engage, maintain and build partnerships with key university stakeholders, such as academics, faculty staff, teaching and learning staff, procurement, finance and library, to understand needs, drive new business acquisition and revenue retention.
• Stakeholder Management: Build territory knowledge, ensuring alignment of Pearson products with academic programs and strategic outcomes.
• Stakeholder Management: Collaborate closely with Customer Success to ensure strategic alignment and prioritization, across activities that support customer retention, expansion and advocacy.
• Stakeholder Management: Collaborate internally with Sales Operations, Marketing and Product on key initiatives, campaigns, feedback and reporting requirements.
• Stakeholder Management: Represent Pearson at key University or industry events, reinforcing our role as a thought leader and trusted partner in Higher Education.
• Strategic Planning & Market Intelligence: Research and identify market opportunities within the Higher Education sector, to generate leads, and nurture prospects across the sales process.
• Strategic Planning & Market Intelligence: Use strategic planning to prioritize opportunities, including strategies for direct field-based selling on campus and cold calling.
• Strategic Planning & Market Intelligence: Be abreast of product and service innovation using market insights, market feedback and self-driven initiatives.
• Strategic Planning & Market Intelligence: Monitor opportunities, risks, and progress, ensuring alignment with leadership and business goals and performance OKRs.
• Strategic Planning & Market Intelligence: Maintain knowledge of industry trends, Higher Education market insights, and competition.
• Strategic Planning & Market Intelligence: Manage and maintain customer and prospect data to ensure CRM data integrity (Salesforce).
• Strategic Planning & Market Intelligence: Update tracking and opportunity pipeline CRM data to ensure business reporting accuracy and territory OKR visibility.
• Strategic Planning & Market Intelligence: Act as a trusted advisor for Pearson, being an expert in our product portfolio, leading with digital and online learning technologies.

• Bachelor's degree is required
• 2+ years' experience in B2B sales or business development, with a demonstrable track record of driving sustained business growth
• Drive, self-motivation, and proactivity. You love selling and winning business.
• Excellent communication skills and consultative selling ability, with a flair for negotiation, and a strong closing record.
• Commercial acumen and strategic skillset to engage across diverse customer segments.
• Ability to think critically, prioritise tasks and manage time effectively.
• Passion for higher education, lifelong learning and Pearson's mission.
• Experience in the higher education or technology sectors is desired.
• Proficient in Windows, MS Office, and experience leveraging CRM systems (Salesforce) to drive sales efficiency and effectiveness.
• The role is based in Sydney, managing a diverse territory encompassing Universities and higher education providers. Interstate or overseas travel may be required.
• You will be required to be actively in the field 4 days per week
• Drivers License and vehicle is required.

• Bonus leave day, to invest in your learning as well as volunteer day to give back to the community
• Flexible hybrid working

At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.

If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing TalentExperienceGlobalTeam@grp.pearson.com.

Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.