Principal, Business Architecture - Sales Strategy & Planning Leader
Pearson, Oklahoma City, Oklahoma, United States, 73116
Role Summary
Join Pearson as a Principal, Business Architecture, where you'll independently drive sophisticated territory models, segmentation logic, and process improvements with a clear focus on enhancing sales outcomes. You'll integrate diverse data sources and extract meaningful insights to shape territory carving and resource allocation processes that empower team effectiveness.
As a technical leader in this role, you will contribute to key initiatives and provide practical solutions to sales process challenges, while mentoring peers in systematic problem-solving and data stewardship. Your decision-making will emphasize immediate operational enhancements and the sustainable use of new frameworks, addressing risk through diligent testing and documentation.
Role Overview
In this pivotal and cross-functional role, you will design and execute a consolidated segmentation, coverage, and scale motion strategy across the organization. You will be fundamental in shaping Pearson's go-to-market (GTM) strategy and sales approach, defining target customers and engagement methods, while enhancing scale across diverse customer segments.
Ideal candidates are strategic operators who thrive in complexity, leverage data for informed decision-making, and create systems that allow for precise targeting, scalable execution, and sustainable growth.
Key Responsibilities
Segmentation Strategy:
Create and maintain a comprehensive company-wide segmentation model that incorporates firmographics, behavior, lifecycle stage, and strategic value. Ensure that this model is actionable, measurable, and integrated into core planning and reporting systems.
Top Account & Growth Prioritization:
Identify and communicate Pearson's most critical accounts and segments, clarifying distinctions between high-touch field strategies and scalable segments.
Territory, Coverage, and Scale Motion Design:
Establish frameworks to ensure intentional coverage approaches for every account and segment, including field, inside sales, and marketing-led efforts. Design coverage models that balance growth potential with resource allocation efficiency, aiding Business Architects and Sales Leaders in meeting business unit goals while enabling repeatable scaling efforts.
Execution, Governance & Iteration:
Implement segmentation and territory logic across various systems (e.g., CRM), dashboards, and planning workflows. Lead governance practices to refine the model, test and iterate scaling efforts, monitor adoption, and evaluate outcomes (such as productivity and growth).
Cross Functional Alignment:
Collaborate with Sales, Marketing, Product, Finance, and Revenue Operations teams to seamlessly integrate segmentation into planning, targeting, demand generation, and investment strategies.
What Success Looks Like A well-defined and widely adopted segmentation model that aligns across business units.
Territory and role designs that foster growth, clarity, and efficiency.
Quantifiable improvements in seller productivity, market coverage, and pipeline performance.
A consistent GTM planning process that adapts to evolving business needs.
Who We Are Looking For Experience:
A minimum of 5 years in strategy, operations, or GTM planning.
Expertise:
Proven experience in segmentation, territory planning, and scalable sales planning.
Strategic & Analytical:
Capable of both high-level strategic thinking and detailed operational execution.
Execution-Oriented:
Proven ability to manage complex projects with various stakeholders in a dynamic environment.
Collaborative Influencer:
Effective at aligning senior leaders and cross-functional teams in a matrixed setting.
Communicator:
Skilled at simplifying complex concepts and clarifying objectives across all organizational levels.
Compensation at Pearson considers various factors such as skill set, experience level, and specific location. As per California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the salary range for this role is between $150,000 and $190,000. This position is eligible for participation in an annual bonus program, with additional benefits outlined here. Applications will be accepted through February 1, 2026, with the possibility of an extension based on business needs. Who we are: At Pearson, we are dedicated to helping individuals achieve their aspirations through learning. We believe every learning opportunity marks a potential personal breakthrough. We are the world's lifelong learning company. For us, learning is not merely an activity; it is our identity. To discover more, visit us at Pearson. Pearson is an Equal Opportunity Employer and a participant in E-Verify. Employment decisions are made based on qualifications, merit, and business requirements. We encourage applications from qualified candidates, including veterans and individuals with disabilities, as protected under VEVRAA and Section 503 of the Rehabilitation Act. If you require assistance with our career site due to a disability, please reach out to TalentExperienceGlobalTeam@grp.pearson.com for reasonable accommodations. Job:
Sales Enablement Job Family:
GO_TO_MARKET Organization:
Corporate Strategy & Technology Schedule:
FULL_TIME Workplace Type:
Remote Req ID:
22067
Create and maintain a comprehensive company-wide segmentation model that incorporates firmographics, behavior, lifecycle stage, and strategic value. Ensure that this model is actionable, measurable, and integrated into core planning and reporting systems.
Top Account & Growth Prioritization:
Identify and communicate Pearson's most critical accounts and segments, clarifying distinctions between high-touch field strategies and scalable segments.
Territory, Coverage, and Scale Motion Design:
Establish frameworks to ensure intentional coverage approaches for every account and segment, including field, inside sales, and marketing-led efforts. Design coverage models that balance growth potential with resource allocation efficiency, aiding Business Architects and Sales Leaders in meeting business unit goals while enabling repeatable scaling efforts.
Execution, Governance & Iteration:
Implement segmentation and territory logic across various systems (e.g., CRM), dashboards, and planning workflows. Lead governance practices to refine the model, test and iterate scaling efforts, monitor adoption, and evaluate outcomes (such as productivity and growth).
Cross Functional Alignment:
Collaborate with Sales, Marketing, Product, Finance, and Revenue Operations teams to seamlessly integrate segmentation into planning, targeting, demand generation, and investment strategies.
What Success Looks Like A well-defined and widely adopted segmentation model that aligns across business units.
Territory and role designs that foster growth, clarity, and efficiency.
Quantifiable improvements in seller productivity, market coverage, and pipeline performance.
A consistent GTM planning process that adapts to evolving business needs.
Who We Are Looking For Experience:
A minimum of 5 years in strategy, operations, or GTM planning.
Expertise:
Proven experience in segmentation, territory planning, and scalable sales planning.
Strategic & Analytical:
Capable of both high-level strategic thinking and detailed operational execution.
Execution-Oriented:
Proven ability to manage complex projects with various stakeholders in a dynamic environment.
Collaborative Influencer:
Effective at aligning senior leaders and cross-functional teams in a matrixed setting.
Communicator:
Skilled at simplifying complex concepts and clarifying objectives across all organizational levels.
Compensation at Pearson considers various factors such as skill set, experience level, and specific location. As per California, Colorado, Hawaii, Illinois, Maryland, Minnesota, New Jersey, New York State, New York City, Vermont, Washington State, and Washington DC laws, the salary range for this role is between $150,000 and $190,000. This position is eligible for participation in an annual bonus program, with additional benefits outlined here. Applications will be accepted through February 1, 2026, with the possibility of an extension based on business needs. Who we are: At Pearson, we are dedicated to helping individuals achieve their aspirations through learning. We believe every learning opportunity marks a potential personal breakthrough. We are the world's lifelong learning company. For us, learning is not merely an activity; it is our identity. To discover more, visit us at Pearson. Pearson is an Equal Opportunity Employer and a participant in E-Verify. Employment decisions are made based on qualifications, merit, and business requirements. We encourage applications from qualified candidates, including veterans and individuals with disabilities, as protected under VEVRAA and Section 503 of the Rehabilitation Act. If you require assistance with our career site due to a disability, please reach out to TalentExperienceGlobalTeam@grp.pearson.com for reasonable accommodations. Job:
Sales Enablement Job Family:
GO_TO_MARKET Organization:
Corporate Strategy & Technology Schedule:
FULL_TIME Workplace Type:
Remote Req ID:
22067