Regional VP – EMEA Channel Sales

4 days ago

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Instructure

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Education • SaaS • Artificial Intelligence

Instructure is an educational technology company that provides various digital tools and platforms to enhance and streamline teaching and learning experiences across different educational levels, from K-12 to professional education. Central to their offerings is the Canvas Learning Management System (LMS), which serves as a comprehensive hub for educators and students to connect and communicate effectively. Instructure also offers additional tools such as Canvas Studio and Canvas Catalog, as well as data-driven insights through Intelligent Insights that utilize AI to improve educational outcomes. The company's products are designed to support evidence-based decision-making, optimize technology usage, and foster impactful results in educational environments.

1001 - 5000 employees

Founded 2016

📚 Education

☁️ SaaS

🤖 Artificial Intelligence

📋 Description

• Develop and lead the channel and reseller sales strategy across EMEA, aligned with Instructure’s global revenue objectives • Identify/onboard high-value channel partners and provide executive sponsorship ensuring long-term strategic alignment and shared success • Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements in Salesforce • Ensure execution of mutually agreed upon partner cadences including joint business planning, pipeline reviews, and deal close plans • Leverage the scaled partner program to support enablement frameworks, incentives, and co-marketing initiatives • Collaborate with global sales leadership, regional marketing, product, and customer success teams to ensure coordinated execution across markets • Represent Instructure at senior-level partner engagements, industry events, and strategic planning sessions across the region • Lead, coach, and develop a high-performing regional channel team as growth demands • Coordinate local Partner participation in events and training, as well as drive product and promotions and programs • Support the development of collateral related to Instructure sales for Channel Partners

🎯 Requirements

• 8+ years of progressive experience in B2B sales, with at least 5 years in a leadership role managing a channel/partner sales team in EMEA - experience in SaaS is required, Edtech is a plus • Proven success building and scaling indirect sales teams across diverse international markets • Deep understanding of EMEA regional dynamics, including education systems, procurement models, and cultural variances • Strong executive presence and a proven ability to influence C-level stakeholders—both internally and externally. • Experience with strategic alliances, partner co-selling, and complex deal structuring. • Fluency in English and one additional language; strongly preferred • Extensive travel expected across the region (up to 40%). • Understanding of technology use in education and LMS marketplace and companies • Proven success of building strong relationships and partnerships • Minimum of intermediate understanding of company financial measures • Self-motivated and competitive with the ability to prioritize and manage competing demands in a fast-paced environment • Experience with Microsoft Office Tools, Google Apps, Salesforce, and Clari • Manage multiple, competing demands to reach project deliverables and meet deadlines

🏖️ Benefits

• We believe in hiring great people and treating them right. • Equal Opportunity Employer. • Background check as part of the hiring process. • Implemented identity verification measures.