Advanced Specialist, Sales

Advanced Specialist, Government/Public Sector

Purpose The Advanced Specialist (IC25), Government/Public Sector is a quota-carrying seller responsible for winning, retaining, and expanding a portfolio of Government and Public Sector accounts across the Americas.

This role requires deep fluency in regulated procurement environments, strong RFP/RFI leadership, and the ability to navigate complex, multi-stakeholder buying processes while maintaining rigorous compliance and governance standards.

In alignment with the Americas sales reorganization, this role preserves continuity and specialized expertise in Public Sector selling, while applying the same disciplined sales fundamentals used across Top Accounts and Midsized Accounts segmentsclear ownership, forecast rigor, and cross-functional orchestration.

Key Responsibilities

Public Sector Deal Leadership (New Logo and Expansion)

Lead end-to-end pursuit strategy for Government/Public Sector opportunities, including qualification, discovery, value narrative development, and close planning within long-cycle deal environments.

Own and manage RFP/RFI and procurement-driven motions, ensuring compliant, high quality submissions through close partnership with Legal, Solutioning, Finance, and RevOps.

Develop and execute account strategies that drive cross-sell and multi-product expansion where customer needs and contracting structures allow.

Retention, Renewals, and Customer Outcomes

Own renewal strategy for assigned accounts, engaging early to identify risks, manage timelines, and protect recurring revenue.

Identify expansion signals during the renewal lifecycle and convert them into qualified opportunities aligned to customer outcomes.

Stakeholder Navigation and Relationship Management

Build trusted relationships across procurement, program owners, functional leaders, and executive stakeholders within public sector organizations.

Demonstrate executive presence and strong communication skills to advance complex, high-impact pursuits.

Cross-Functional Orchestration and Governance

Orchestrate internal partner teams to progress deals with clear accountability, timelines, and decision points.

Operate with high governance discipline, ensuring adherence to pricing, contracting, and approval processes.

Pipeline Management and Forecast Discipline

Maintain accurate CRM hygiene, pipeline integrity, renewal calendars, and forecast accuracy across long-cycle opportunities.

Build and sustain a healthy pipeline through structured prospecting, partner engagement, and disciplined pursuit management.

Enterprise-Minded Contribution

Act as a role model for disciplined, compliant selling and contribute best practices that strengthen the Government/Public Sector sales motion across the Americas.

Scope and Impact

Primary focus includes Government and Public Sector accounts requiring procurement expertise, compliance rigor, and multi-stakeholder navigation.

Measures of success include bookings (new, renewal, and expansion), pipeline health, forecast accuracy, customer continuity, and zero compliance issues.

Essential Behaviors and Competencies

Public sector procurement and contracting fluency

RFP/RFI leadership and documentation rigor

Consultative, value-based selling with strong commercial judgment

Executive communication and stakeholder management

Accountability, integrity, and governance discipline

Required Qualifications

Demonstrated success in quota-carrying sales or account leadership roles

Experience navigating regulated or procurement-driven deal cycles

Strong CRM discipline and forecasting capability

Preferred Qualifications

Experience selling enterprise learning, workforce, or skilling solutions

Experience selling multi-product or solution-based portfolios

Working Conditions

Must be located in the DC Metro area

Travel up to approximately 25% based on customer and business needs

Role performed in a standard office or home-office environment

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 California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the pay range for this position is as follows:

The minimum full-time salary range is between $80-115,000

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

Applications will be accepted through May 20th, 2026. This window may be extended depending on business needs.