Team Manager, Sales

**Team Manager – Institutional Partnerships, K-12** **About the Role** Pearson is seeking a high-performing and commercially driven Team Manager – Institutional Partnerships, K-12 to lead and grow our institutional business across the K-12 segment in India. This role will be responsible for driving adoption of Pearson’s learning, English language, assessment, and school improvement solutions across schools, school groups, trusts, and other institutional partners. The role combines people leadership, strategic account management, solution selling, and execution excellence. The successful candidate will lead a regional team, build strong relationships with key education stakeholders, drive new business acquisition, grow existing institutional accounts, and ensure delivery against revenue and pipeline targets. This is a critical role for accelerating Pearson’s K-12 institutional growth agenda and strengthening our position as a trusted partner to schools and education institutions. **Key Responsibilities** **Lead Institutional Business Growth** + Drive growth of Pearson’s institutional business across the K-12 segment for products and solutions including English language learning, assessment, school support programmes, teacher development, and related academic offerings. + Own achievement of revenue, volume, and pipeline targets for the assigned region / portfolio. + Develop and execute territory and account plans to drive growth across private schools, school chains, education trusts, institutional networks, and relevant government or quasi-government opportunities. + Identify, qualify, and convert new institutional opportunities while expanding existing accounts. **Lead and Develop a High-Performing Team** + Manage, coach, and develop a team of institutional sales managers / business development executives. + Set clear performance expectations and drive accountability across sales, pipeline, and activity metrics. + Conduct regular business reviews, pipeline reviews, and performance reviews to ensure strong execution and target achievement. + Support the team in strategic customer meetings, proposal development, negotiations, and closures. + Build a high-performance culture focused on ownership, collaboration, customer impact, and results. **Build Strategic Institutional Partnerships** + Develop and manage strong relationships with school owners, principals, academic heads, trustees, school group leadership, and institutional decision-makers. + Position Pearson as a trusted partner in improving student outcomes, English proficiency, teacher capability, and overall school effectiveness. + Lead consultative, solution-led conversations by understanding school priorities and aligning Pearson offerings to their academic and commercial needs. + Represent Pearson in key institutional meetings, forums, and relevant education events. **Drive Solution Selling and Customer Adoption** + Lead the team in selling outcome-led solutions rather than product-only propositions. + Ensure clear articulation of Pearson’s value across student learning outcomes, English language capability, teacher professional development, assessment readiness, and school differentiation. + Work closely with internal academic, product, and implementation teams to ensure the right solution fit for each institution. + Drive pilot opportunities where relevant and ensure strong conversion from pilot to scaled adoption. **Ensure Sales Excellence and Operational Discipline** + Build and maintain a healthy institutional pipeline with clear progression from prospecting to closure. + Ensure disciplined use of CRM, forecasting tools, and reporting systems. + Monitor and improve key sales metrics including lead generation, conversion, revenue closure, average deal size, and product mix. + Maintain strong forecasting accuracy and provide regular business updates to leadership. **Enable Cross-Functional Execution** + Work closely with product, marketing, academic, customer success, finance, and operations teams to ensure strong customer experience and successful delivery. + Ensure timely onboarding, implementation readiness, and effective handover for institutional accounts. + Escalate and resolve issues that may impact customer satisfaction or revenue realisation. + Provide market insights and customer feedback to support product enhancement and go-to-market effectiveness. **What Success Looks Like** + Delivery of revenue and pipeline targets across the assigned region / portfolio + Strong acquisition of new institutional accounts + Growth and retention of existing institutional partnerships + High-performing and engaged sales team + Strong pipeline quality and conversion discipline + Improved average deal size and product mix + Effective pilot-to-scale conversion + Accurate forecasting and strong execution discipline + Positive customer experience and implementation outcomes **Skills and Experience** + 8–12 years of experience in institutional / B2B sales, business development, or account management, preferably in education, EdTech, publishing, assessment, or learning solutions. + Strong experience in the K-12 segment, with a clear understanding of school buying behaviour and institutional decision-making. + Prior experience managing and leading a sales team is essential. + Proven track record of consistently delivering against revenue targets and building institutional partnerships. + Strong experience working with school leaders, school owners, trustees, and academic decision-makers. + Strong institutional sales and consultative solution-selling capability. + Excellent negotiation, stakeholder management, and commercial closing skills. + Strong account planning, pipeline management, and forecasting discipline. + Ability to work cross-functionally and influence across multiple stakeholders. + Strong communication, presentation, and leadership capability. **Preferred Experience** Experience in one or more of the following areas will be advantageous: + K-12 publishing / curriculum sales + English language learning / ELT + Assessment and test preparation + EdTech institutional sales + Teacher development / school transformation solutions + School groups, trusts, or institutional networks **Reporting Line** Regional Director / Business Head / Commercial Lead – K-12 Institutional Business **Who we are:** 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. 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. 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. **Job:** Sales **Job Family:** GO\_TO\_MARKET **Organization:** English Language Learning **Schedule:** FULL\_TIME **Workplace Type:** Hybrid **Req ID:** 23444 \#LI-REMOTE