Job Description

Location: DC/VA Metro Area About Pearson Federal Solutions: Pearson’s Federal Sales Team enables government agencies to close skills gaps and meet evolving mission needs through targeted workforce development, credentialing, and learning solutions. As part of Pearson, a global leader in assessments, education, and developing and verifying workforce skilling we are committed to supporting the public sector through scalable, secure, and effective solutions that align with federal initiatives in upskilling, digital transformation, and workforce readiness. We are seeking a driven and experienced Business Development Manager – Federal to lead growth efforts across the U.S. Federal (civilian) market. This strategic role is responsible for identifying, developing, and securing new business opportunities while building trusted relationships with key federal agencies and prime contractors. Key Responsibilities: Business Development: Originate and close new business and expansion opportunities across federal civilian agencies. Develop a strong pipeline aligned to mission-critical initiatives and Pearson’s federal solutions. Sales Strategy: Execute a territory and account plan that aligns with Pearson’s goals. Prioritize high-value agencies, navigate complex government environments, and pursue multi-year deals. Federal Contracting: Understand and apply federal purchasing mechanisms, contract vehicles, and compliance frameworks. Lead discussions with Contracting Officers and Program Managers. Solution Selling: Present tailored solutions that include Pearson products and services. Collaborate with internal teams to develop compelling, agency-specific proposals. Client Engagement: Build and sustain long-term relationships with government decision-makers, stakeholders, and prime partners. Represent Pearson as a trusted advisor in federal learning and credentialing. Forecasting & Reporting: Accurately forecast pipeline and sales performance. Provide regular insights to sales leadership and help remove blockers to deal progression. Collaboration: Partner closely with product, marketing, delivery, and implementation teams to ensure successful execution and client satisfaction. Key Qualifications: Experience: Minimum of 5+ years in federal business development, sales, or capture management. Experience working with federal civilian agencies and prime contractors is essential. Solution Selling Expertise: Proven ability to sell complex, multi-product solutions into the public sector. Experience addressing compliance, integration, and delivery requirements. Federal Sales Expertise: Demonstrated success navigating government sales cycles and contracting processes. Consultative Approach: Strong ability to lead discovery conversations with agency stakeholders and propose tailored, mission-aligned solutions. Communication Skills: Excellent verbal, written, and presentation skills, with the ability to engage senior federal executives. Strategic Thinking: Ability to synthesize agency goals, legislative drivers, and funding priorities into actionable sales plans. Time Management: High level of organization, follow-through, and the ability to manage a long sales cycle across multiple stakeholders. Travel: Willingness to travel for customer engagement, conferences, and in-person meetings as needed. Preferred Skills: Federal Learning Expertise: Experience with education, credentialing, or workforce development programs in the public sector. Sales Tools Proficiency: Familiarity with Salesforce and federal opportunity platforms (e.g., SAM.gov, GovWin). What to expect from Pearson 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, Maryland, New York State, New York City, Washington State, and Washington DC laws, the pay range for this position is as follows: The full-time base salary for this position is $120,000. This position is eligible to participate in the sales incentive plan, and information on benefits offered is here . 1099318 Job: Channel/Special Market Sales Job Family: SALES Organization: Enterprise Learning & Skills Schedule: FULL_TIME Req ID: 19930 #J-18808-Ljbffr Pearson

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