Lead, Client Partner

Senior Client Partner – Government (International TVET)

• Organisation: Pearson – Enterprise Learning & Skills | Vocational Qualifications

• Job Family: Go To Market

• Job Category: Sales - Client Partner

• Job Level: M38 (Operational Manager)

• Reporting to: Head of Sales

• Location: United Kingdom – London (80 Strand)

• Contract: Full time, 37.5 hours per week (Hybrid)

• Incentives: SIP 30% | Eligible for annual incentive and LTIP

Role Purpose

The Senior Client Partner – Government is accountable for leading Pearson’s international government contracts for vocational qualifications, with primary responsibility for the successful delivery and growth of strategic government programmes, for example, in Jordan and Uzbekistan, alongside building and converting a pipeline of new government contract opportunities across priority international markets.

Operating at M38 level, the role combines ownership of complex, multi‑year government contracts with leadership of cross‑functional deal and delivery teams, holding accountability for commercial performance, contractual risk, client relationships, and delivery quality. The role plays a pivotal part in ensuring government clients experience Pearson as a single, joined‑up partner, aligned to a clear One Pearson approach.

Key Accountabilities

1. 1. Government Client Leadership & Programme Ownership

• Act as senior commercial owner for Pearson government TVET programmes including those in Jordan and Uzbekistan.

• Hold accountability for revenue, margin, delivery quality, contractual compliance and client satisfaction.

• Lead senior relationships with ministries, agencies, regulators and delivery partners where key contracts are in place.

1. 2. Government Contract Acquisition & Pipeline Development

With colleagues:

• Build, qualify and manage a robust international government sales pipeline aligned to Pearson’s TVET growth priorities.

• Define and lead tender‑winning strategies for complex international government bids.

• Oversee bid governance, partner models, pricing strategy and commercial risk assessment for government contracts.

• Lead or support contract negotiations to secure favourable and deliverable commercial terms.

1. 3. Commercial Strategy & Planning

• Contribute market insight and commercial perspective into divisional and portfolio planning.

• Own forecasting, opportunity qualification and performance management for assigned government portfolios.

• Identify opportunities to expand existing contracts through programme extensions, additional services or phased scale‑up.

• Apply disciplined commercial judgement to balance growth ambition, delivery capability and risk.

1. 4. Cross‑Pearson Collaboration & One Pearson Delivery

• Challenge business-as-usual policies and processes where they are not fit for purpose to meet government customer requirements and champion any necessary changes.

• Enable and encourage operational teams to continually improve delivery to support large-scale government contracts.

• Act as a commercial integrator across Pearson, ensuring government clients experience a unified and coherent offer.

• Share learning and best practice to strengthen Pearson’s collective government capability.

1. 5. Leadership & Capability Development (M38)

• Lead and influence multidisciplinary, matrixed teams across countries and functions.

• Coach colleagues to strengthen government contracting, negotiation and commercial capability.

• Role model inclusive leadership, clarity and accountability in complex environments.

Alignment to Pearson Essential Behaviours

• Customer Centricity: Builds trusted, long‑term government partnerships and joined‑up solutions.

• Raise the Bar: Sets high standards for bid quality, delivery and governance.

• Collaboration for Value: Integrates expertise across Pearson to maximise collective impact.

• Leaders Inspire: Creates clarity, trust and momentum across complex matrix teams.

Experience & Capabilities

Essential:

• Proven leadership experience and ability to influence both internal and external stakeholders

• Tenacious and delivery-focused with a “can-do” attitude

• Experience developing contracts and associated detailed P&Ls

• Flexibility to travel

• Flexibility to support Sun -Thurs working week on occasion

• Strong data analysis skills

• Proven experience leading complex government or public‑sector contracts.

• Track record of winning and managing international government tenders.

• Strong commercial judgement balancing growth, margin and risk.

• Senior‑level negotiation and stakeholder management experience.

Desirable:

• Experience in TVET, education reform or national skills systems.

• International emerging‑market government experience.

• Experience of multi‑year, multi‑stakeholder programme delivery.