The job involves leading and growing indirect sales operations across EMEA, managing a team, aligning with global strategy, onboarding partners, and collaborating with internal teams.
At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome.
And that's where you come in:
We are seeking a seasoned and strategic Regional Vice President – EMEA Channel to lead and grow Instructure’s indirect sales operations across our channel territories in EMEA including countries such as UAE, Saudi Arabia, Qatar, S. Africa, Egypt, France and the DACH and BeNeLux regions. This management role is critical to expanding our market presence through a high-impact partner network, enabling growth at scale while maintaining deep alignment with our global go-to-market strategy. Reporting directly to the VP, Global Partner Ecosystem, you will manage your team of Channel Account Managers to align with Channel Partners, achieve quota attainment and ensure the delivery of exceptional customer experience. You'll be expected to coach consultative and strategic selling skills as well as possess a strong understanding of the Educational Technology industry.
Responsibilities:
- Aligning with the global channel strategy, you will 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
We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.
Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.
All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.
Any attempt to misrepresent personal or professional information will result in disqualification.
Top Skills
Clari
Google Apps
MS Office
Salesforce
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