Specialist, Channel Sales

Role Overview

The Specialist, Channel Sales recruits and onboards new and replacement Pearson VUE Authorized Test Center (PVTC) partners to expand and maintain a high-quality testing network. The role manages prospects from initial market research and outreach through contract execution, readiness coordination, and handoff for installation. This role works closely with prospects and customers along with operations, capacity planning, technical, security, client, finance, legal, and marketing teams. The Specialist, Channel Sales, helps grow channel footprint and ensures each new site supports client coverage, capacity, quality, and compliance.

This is a relationship-focused, target-driven role for someone who can build a qualified partner pipeline, maintain accurate records, remove onboarding obstacles, collaborate with others to solve problems, listen and advocate for testing centers, and think creatively to find solutions in challenging markets.

Key Responsibilities

1. Market Analysis and Partner Recruitment

• Research and qualify prospective testing organizations, including educational institutions, training providers, corporate locations, military institutions, correctional facilities and other suitable organizations.
• Use coverage, capacity, client, market, and pipeline information to identify priority recruitment locations and replacement-site needs.
• Conduct targeted outreach, explain the PVTC value proposition, assess interest and fit, and build a sustainable pipeline of qualified prospects.
• Coordinate recruitment campaigns and collaborate with marketing or regional stakeholders when additional lead generation is required.
• Represent Pearson VUE professionally in virtual presentations and partner discussions.

2. Partner Qualification, Contracting and Onboarding

• Guide prospective partners through the recruitment and onboarding journey from initial inquiry through contract signature and operational handoff.
• Collect, review, and coordinate required application, business, facility, security, technical, and readiness information in accordance with current Pearson VUE requirements.
• Coordinate due diligence and internal reviews, identify gaps, and communicate required actions clearly to prospects and stakeholders.
• Support contract preparation, negotiation, amendments, and approval routing within delegated authority and established policies.
• Maintain momentum across onboarding activities by tracking dependencies, following up on open items, escalating blockers, and providing clear status updates.
• Collaborate across internal teams and with prospective partners to solve problems, remove barriers, and keep site recruitment and onboarding activity moving forward.
• Partner with activation, technical, quality, security, capacity, and operational teams to support a smooth transition from contracted prospect to active PVTC.

3. Pipeline, CRM and Performance Management

• Maintain complete, timely, and accurate prospect, activity and onboarding records in Salesforce and approved reporting tools.
• Monitor pipeline health, aging, conversion progress, onboarding milestones, risks, and next actions; provide routine and ad hoc updates to leadership and stakeholders.
• Balance recruitment priorities across territories or programs as business needs and deadlines change.
• Contribute to achievement of assigned recruitment and activation metrics.
• Use data and partner feedback to recommend improvements to recruitment processes, tools, communications, and reporting.

4. Partner and Stakeholder Relationships

• Build trusted relationships with prospects, new partners, and internal stakeholders through responsive, clear, and consultative communication.
• Help prospective partners understand the operational model, scheduling considerations, testing expectations, and business requirements relevant to becoming a PVTC.
• Advocate for prospective and newly contracted sites by helping stakeholders understand site needs, clarifying requirements, and identifying practical paths forward when challenges arise.
• Manage expectations, document decisions, and hold owners accountable for agreed actions in a constructive and action-oriented manner.
• Maintain awareness of relevant client requirements and contractual obligations and raise potential conflicts or risks promptly.
• Provide limited post-contract support during transition and route established partners to the appropriate operational owner after handoff.

Required Skills

• Bachelor’s degree or equivalent combination of education and relevant work experience.
• Experience in sales, partner recruitment, business development, account management, customer relationship management, or a comparable client-facing role.
• Experience recruiting, onboarding, or supporting channel partners, testing centers, franchisees, resellers, vendors, or other third-party locations.
• Demonstrated ability to manage multiple prospects, tasks, deadlines, and cross-functional dependencies through a defined process.
• Experience supporting contracts and gathering requirements.
• Experience working across regions, time zones, or languages
• Experience working toward recruitment, sales, activation, or service-level targets.
• Experience using Microsoft Office applications and a CRM or comparable tracking system.
• Excellent written, verbal, listening, presentation, and interpersonal communication skills.
• Strong attention to detail, organization, follow-through, judgment, and problem-solving skills.
• Ability to work independently, adapt priorities, and collaborate effectively with culturally and professionally diverse teams and partners.

Compensation at Pearson is influenced by factors including skill set, experience, and location.

The full-time salary range for this role is $38,000 – $48,000 annually.

This position is eligible to participate in Pearson’s sales incentive plan. Information on benefits can be found here.

Applications will be accepted through September 30, 2026.This window may be extended depending on business needs.