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Assessment & Qualifications Account Management Representative in Indianapolis, Indiana

Account Management Representative

Position Overview: As an Account Management Representative specializing in IT certifications and learning products, you will be responsible for managing and growing existing accounts and generating net new customers across verticals including military, govt., commercial, academic and corporate accounts. This role requires a strategic approach to building and maintaining relationships with key stakeholders, understanding their training & certification needs, and positioning our IT certification, training, and learning solutions to address those needs effectively.

Build market for new products and solutions creatively and can manage both short term tactical goals as well as long term strategic goals for the business.

Compensation at Pearson is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific location. As required by the Colorado, California, Washington State, New York State and New York City laws, the pay range for this position is as follows:

Minimum full-time salary range is $70,000 - $72,000

This position is eligible to participate in a sales incentive plan, and information on benefits offered is here.

Key Responsibilities:

Account Management:

  • Cultivate and maintain strong relationships with customers including military, government agencies, commercial, academic, and corporate entities, and their influential decision-makers.

  • Conduct thorough assessments of clients' IT training goals, challenges, and priorities to deliver bespoke solutions.

  • Serve as the primary liaison for clients, promptly addressing inquiries, resolving issues, and ensuring their utmost satisfaction.

New Business Development:

  • Identify and pursue new sales opportunities within customer segments as assigned.

  • Conduct market research to identify potential clients and understand industry trends in IT training.

  • Develop and implement strategic sales plans to penetrate target accounts and expand market share.

Consultative Selling:

  • Engage in consultative selling practices, adeptly pinpointing clients' specific IT training needs and recommending tailored certification and learning products.

  • Deliver compelling product demonstrations and presentations, effectively showcasing the advantages and benefits of our IT certification and learning offerings.

  • Collaborate with internal teams to customize training solutions and proposals to meet client requirements.

Pipeline Management:

  • Manage the sales pipeline effectively, from prospecting to closing deals.

  • Track and report sales activities and results using CRM software.

  • Forecast sales projections accurately and consistently.

Team Collaboration:

  • Collaborate with cross-functional teams, including marketing, product development, and customer success, to ensure alignment and support in achieving sales objectives.

  • Share insights and feedback from the field to contribute to product enhancements and market strategies.

Business Travel:

  • This job includes frequent business travel up to an extent of 50%

Key Requirements

Prior Sales / Account Management experience

  • Several years managing accounts to foster and grow them by cross-selling / upselling solutions.

  • Self-starter who is able to identify new opportunities and drive new customer acquisition.

Preferred Requirements

Government Procurement Expertise and complex regulatory experience:

  • Navigate complex procurement processes, including RFPs, RFIs, and contract negotiations.

  • Knowledge of government procurement regulations, policies, and procedures at the federal, state, and local levels.

  • Position our solutions to align with procurement requirements and objectives across corporate and govt. entities.

Navigating Complex Regulatory Environments:

  • Must know how to navigate through various regulations and compliance standards specific to the government sector. This includes understanding laws such as the Federal Acquisition Regulation (FAR) and state/local procurement laws. Defense Federal Acquisition Regulation Supplement (DFARS), and various defense acquisition directives

  • Strong knowledge of organizational structure of government agencies to effectively target sales efforts.

Maintaining Compliance and Transparency:

  • Ensuring compliance with all applicable laws, regulations, and ethical standards is paramount when selling to government entities. Sales professionals should uphold the highest standards of integrity, transparency, and accountability throughout the sales process.


  • Bachelor's degree in Business Administration, Marketing, IT, or related field (preferred).

  • Proven track record of success in sales, particularly in IT certification and training sales or related field.

  • Prior experience of selling education products and services into government/military accounts desired.

  • Strong understanding of IT training and certification needs within government/military organizations.

  • Strong understanding the education ecosystem in USA with respect to vocational skills.

  • Excellent communication, negotiation, and presentation skills.

  • Ability to work independently and as part of a team in a fast-paced, dynamic environment.

  • Proficiency in CRM software esp. Salesforce and Microsoft Office suite.

  • Pearson IT Specialist Certification would be preferred.

What to expect from Pearson

Did you know Pearson is one of the 10 most innovative education companies of 2022?

At Pearson, we add life to a lifetime of learning so everyone can realize the life they imagine. We do this by creating vibrant and enriching learning experiences designed for real-life impact. We are on a journey to be 100 percent digital to meet the changing needs of the global population by developing a new strategy with ambitious targets. To deliver on our strategic vision, we have five business divisions that are the foundation for the long-term growth of the company: Assessment & Qualifications, Virtual Learning, English Language Learning, Workforce Skills and Higher Education. Alongside these, we have our corporate divisions: Digital & Technology, Finance, Global Corporate Marketing & Communications, Human Resources, Legal, Strategy and Direct to Consumer. Learn more at We are Pearson.

We value the power of an inclusive culture and also a strong sense of belonging. We promote a culture where differences are embraced, opportunities are accessible, consideration and respect are the norm and all individuals are supported in reaching their full potential. Through our talent, we believe that diversity, equity and inclusion make us a more innovative and vibrant place to work. People are at the center, and we are committed to building a workplace where talent can learn, grow and thrive.

Pearson is an Affirmative Action and Equal Opportunity Employer and a member of E-Verify. We want a team that represents a variety of backgrounds, perspectives and skills. The more inclusive we are, the better our work will be. All employment decisions are based on qualifications, merit and business need. All 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 strive for a workforce that reflects the diversity of our communities.

To learn more about Pearson’s commitment to a diverse and inclusive workforce, navigate to: Diversity, Equity & Inclusion at 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.

Note that the information you provide will stay confidential and will be stored securely. It will not be seen by those involved in making decisions as part of the recruitment process.


Organization: Assessment & Qualifications

Schedule: FULL_TIME

Workplace Type: Remote

Req ID: 15705