Pearson Manager, Finance (North America Sales) in Hoboken, New Jersey

Manager, Finance (North America Sales)


Role Summary

A financial leader playing a key role in making sure that there is a clear link between the strategy, the priorities, and operational execution ensuring alignment with the strategy and the in the company resource allocation behind those priorities. At the same time, using performance management tracking to influence management decision-making.

This individual will be responsible for providing financial support to US Higher Ed Sales leadership team. They will act as a Business Partner driving strategy, planning, and overall financial performance. This position will partner with Sales leadership to understand the current dynamics in relevant parts of the company portfolio, compare to market trends, complete pipeline analysis, and optimize investment opportunities.

Directly responsible for annual revenue of $1.3B

Collaboration, partnership and active stakeholder management are foundational to success in this role. Thriving and building trust in an evolving environment, working to drive innovation, and embedding industry best practices to drive sustainable growth is key.

Key Responsibilities:

Strategy & Resource Planning

  • Applying a strategic planning approach, identifying tools, techniques and practices that are business enablers and enhance improvements in cost/performance or sustainability.

  • Monitoring the finance progress against leadership team strategic goals and identifies bottlenecks to progress, identifying potential solutions, providing advice and escalating as needed to ensure goals are achieved.

  • Creating new capabilities and analysis – we are in the early stages with data, analytics, and post-mortems. This individual will help drive analysis using data visualization tools

  • Assist in design of the Sales Compensation Plans for the team to align sales behavior with strategic prioirities

Planning, Budgeting & Forecasting

  • Supports planning processes, including setting targets, communicating assumptions, coordinating budget preparation, challenging submissions

  • Provides the business with relevant financial support to enable effective planning utilizing appropriate budgeting and forecasting techniques.

  • Provides reasoned advice on modelling, planning and forecasting with reference to cost, time and quality which incorporate the organization strategic direction.

Financial Analysis

  • Applies common quantitative and modeling techniques such as discounted cash flow (DCF) and value at risk (VAR) to model the economic, fiscal and accounting impact of typical commercial activities, or standard financial structures and instruments.

  • Provides analysis to support decision-making, including presenting economic outcomes, identifying the key value drivers, benefits, sensitivities and risks, accounting and fiscal implications.

  • Analyze and provide insights related to open pipeline and closed deals

  • Partnering with sales leaders to create individual deal models (P&Ls) for our enterprise deals. Leading the financial revenue of these deals

  • Managing and reporting on the quarterly results and commission calculations for the enterprise sales team

  • Prepares and analyses problems using sensitivity analysis and other techniques; reviews variance analysis and account reconciliations, and identifies significant items requiring the attention of higher-level management.

  • Has experience working with multiple business models

Investment Analysis & Allocation

  • Applies a combination of quantitative methods, qualitative judgement and forward estimates in the development of sophisticated capital investment analysis.

  • Communicates investment analysis criteria to non-finance professionals in a clear and concise manner to support decision making in resource that drives revenue growth.

Cost Management

  • Applies various techniques such as target costing, value analysis, life cycle and discuss implications.

  • Prepares analysis and reports that enable the business management to effectively challenge costs and inform decision-making.

  • Participates in waste elimination efforts with the business to understand key drivers and cost reduction opportunities.

Leadership Capabilities:

  • Ability to Influence Others – Identifies the agendas, concerns, and motivations of interested others, and is persuasive when positioning ideas and arguments to address them. Proactively cultivates networks with key individuals across functions to gain support for ideas, creating a foundation for future influence. Ensures that all proposals or arguments are fully supported by strong logic and a compelling business case, addressing all relevant factors.

  • Communication – Communicates financial information and concepts in a clear, precise, thorough manner to meet the needs of both finance and non-finance audiences. Ensures that own positions effectively address others' needs and priorities, and that concerns are openly discussed and addressed. Projects self-assurance and unshakable confidence to influence outcomes with persuasiveness and candor. Appreciates the diversity of stakeholder interactions and adapts personal style as well as approach accordingly.

  • Strategic Decision Making – Critically and logically evaluates potential short- and long-term costs, risks, and benefits of alternatives before making key decisions. Critically and logically evaluates the costs, risks, and benefits of alternatives before making decisions.

  • Accountability and Ownership – Prioritizes and balances, organizes, and allocates time, actions, and resources to generate significant positive results and achieve critical goals, even in fast-moving or uncertain situations. Anticipates and decisively intervenes, addressing and removing obstacles, and redirects efforts to accelerate work, improves quality, moves the work forward, and/or gets efforts back on track.

  • Collaboration and Partnering – Identifies opportunities and takes action to build relationships between own area and other teams/departments to help achieve business goals.

  • Change Management Capability – Understands the change management process. Able to influence and lead others to embrace change positively in support of organizational objectives.

  • Prioritization – Juggles many priorities and competing demands for one's time. Understands the importance of materiality when prioritizing work.



  • Recognized accountancy qualification or MBA.

  • Excellent excel skills

  • Experience with Tableau a strong preference

Personal Qualities:

  • Brave – Resilient operating under pressure and to tight deadlines

  • Accountable – Demonstrates integrity & delivers what is promised

  • Decent – Represents Pearson’s values and believes in the company mission, is a trusted confidant to colleagues and external sources

  • Imaginative – Thinks creatively, using insights to improve work


Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.

Primary Location: US-NJ-Hoboken

Other Locations US-MA-Boston, US-RE-Remote

Work Locations: US-NJ-Hoboken-221 River 221 River Street Hoboken 07030

Job: Finance

Organization: Finance

Employee Status: Regular Employee

Job Type: Standard

Shift: Day Job

Job Posting: Jan 10, 2019

Job Unposting: Ongoing

Schedule: Full-time Regular

Req ID: 1900084

Pearson is an Equal Opportunity and Affirmative Action Employer and a member of E-Verify. All qualified applicants, including minorities, women, protected veterans, and individuals with disabilities are encouraged to apply.