Principal, Solutioning

• Lead Pearson's global Sales Specialist capability across International Higher Education
• Own and evolve the global Sales Specialist framework, competency model and operating standards
• Establish best practices for discovery, demonstrations and solution design
• Define career pathways and capability development programmes for specialists globally
• Partner with Sales Enablement, Product Marketing and RevOps to improve effectiveness and consistency
• Create measures of success and monitor adoption of specialist standards across regions
• Lead the global Sales Specialist community of practice
• Foster collaboration, knowledge sharing and continuous improvement
• Coach teams on complex opportunities, executive conversations and solution design challenges
• Develop scalable tools, assets and resources that improve specialist performance
• Support strategic customer opportunities where specialist expertise can accelerate outcomes
• Partner across Sales, Product, Marketing and Customer Success teams to align customer engagement strategies
• Bring customer insight and market intelligence back into the organisation
• Act as an ambassador for Pearson with customers, partners and industry stakeholders
• Influence senior leaders and stakeholders to drive adoption of best practice solutioning approaches

Requirements

• Significant experience in Solution Consulting, Pre-Sales, Sales Engineering, Solution Architecture or Sales Specialist leadership roles
• Strong track record of delivering customer-facing technical and commercial solutions within SaaS, technology, education technology or enterprise environments
• Experience developing capability frameworks, standards, playbooks and enablement programmes
• Demonstrated success improving the effectiveness of specialist or solution consulting teams through influence and leadership
• Experience leading complex customer discovery, demonstrations and solution design engagements
• Strong stakeholder management and relationship-building skills
• Deep understanding of solution selling methodologies
• Ability to translate technical capabilities into compelling business outcomes
• Exceptional communication, presentation and executive engagement skills
• Strong commercial acumen and customer-centric mindset
• Excellent planning, organisation and prioritisation abilities
• Experience working across matrixed global organisations
• Familiarity with CRM, sales enablement and demonstration platforms
• Experience within Higher Education, Education Technology, Publishing or Digital Learning
• Knowledge of LMS platforms, integrations and educational technology ecosystems
• Experience representing organisations at conferences, customer events or industry forums
• Role based in the UK or another approved EMEA location
• Customer travel is expected

Core Competencies

Demonstrates expertise in Solution Consulting and Sales Specialist leadership, with a strong focus on developing capability frameworks and improving team effectiveness. Possesses exceptional communication and stakeholder management skills, essential for driving customer engagement and influencing best practices.

Highest-signal resume keywords

• Solution Consulting
• Sales Specialist Leadership
• Capability Framework Development
• Stakeholder Management
• Solution Selling Methodologies

ATS Optimization Keywords

Hard Skills

• Sales Engineering
• Solution Architecture
• Customer Discovery
• Solution Design
• Technical Solutions Delivery
• Commercial Solutions Delivery
• Performance Improvement
• Planning
• Organisation
• Prioritisation

Soft Skills

• Relationship Building
• Communication
• Presentation
• Executive Engagement
• Influence

Industry Keywords

• Higher Education
• Education Technology
• Publishing
• Digital Learning
• SaaS

Tools & Technologies

• CRM Platforms
• Sales Enablement Tools
• Demonstration Platforms
• LMS Platforms
• Educational Technology Ecosystems