Channel Sales Specialist

This is a fully remote position, open to applicants in Minnesota.

📋 Description

• Conduct research and qualify potential testing organizations, including educational institutions, training providers, corporate venues, military establishments, correctional facilities, and other appropriate entities.

• Utilize coverage, capacity, client, market, and pipeline data to pinpoint key recruitment locations and identify needs for replacement sites.

• Engage in targeted outreach, articulate the value proposition of PVTC, evaluate interest and suitability, and establish a sustainable pipeline of qualified prospects.

• Organize recruitment campaigns and collaborate with marketing or regional stakeholders when additional lead generation is necessary.

• Professionally represent Pearson VUE during virtual presentations and discussions with partners.

• Guide potential partners through the recruitment and onboarding process from initial inquiry to contract signing and operational transition.

• Gather, review, and coordinate application, business, facility, security, technical, and readiness information.

• Oversee due diligence and internal assessments, identify gaps, and communicate necessary actions.

• Assist in contract preparation, negotiation, amendments, and approval processes.

• Monitor dependencies, follow up on outstanding items, escalate obstacles, and provide status updates.

• Collaborate with internal teams and prospective partners to address challenges and eliminate barriers.

• Facilitate the transition from contracted prospects to active Pearson VUE Authorized Test Centers.

• Maintain precise records of prospects, activities, and onboarding in Salesforce and designated reporting tools.

• Monitor pipeline health, conversion rates, onboarding milestones, risks, and next steps; provide updates to leadership and stakeholders.

• Balance recruitment priorities across territories or programs and contribute to recruitment and activation metrics.

• Suggest enhancements to recruitment processes, tools, communications, and reporting based on data and partner feedback.

• Establish relationships with prospects, new partners, and internal stakeholders through responsive, consultative communication.

• Clarify the operational model, scheduling requirements, testing expectations, and business needs for becoming a PVTC.

• Advocate for potential and newly contracted locations, manage expectations, document decisions, and hold owners accountable.

• Stay informed about client requirements and contractual obligations and promptly raise any risks.

• Provide limited support during the post-contract transition phase and direct established partners to the appropriate operational owner.

⛳️ Requirements

• Bachelor’s degree or an equivalent combination of education and relevant work experience.

• Experience in sales, partner recruitment, business development, account management, customer relationship management, or a similar client-facing position.

• Background in recruiting, onboarding, or supporting channel partners, testing centers, franchisees, resellers, vendors, or other third-party locations.

• Capability to manage multiple prospects, tasks, deadlines, and cross-functional dependencies through a structured process.

• Experience in supporting contracts and gathering necessary requirements.

• Familiarity with working across different regions, time zones, or languages.

• Proven experience in meeting recruitment, sales, activation, or service-level targets.

• Proficient in using Microsoft Office applications and a CRM or similar tracking system.

• Exceptional written, verbal, listening, presentation, and interpersonal communication skills.

• Strong attention to detail, organization, follow-through, judgment, and problem-solving abilities.

• Ability to work independently, adjust priorities, and collaborate effectively with culturally and professionally diverse teams and partners.

🏝️ Benefits

• Eligible to participate in Pearson’s sales incentive plan.

• Benefits information available through Pearson’s benefits resources.