Regional VP of EMEA Channel Sales, Instructure
Dynamic learning management platform
Be an early applicant
Dynamic learning management platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To help learners thrive in tomorrow's landscape by delivering a future-ready ecosystem.
Role
Who you are
- 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
What the job involves
- 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
- 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
Our take
Instructure is an education technology company, creator of the Canvas Learning Management Platform that allows schools to build digital learning environments that meet the needs of their institutions. The platform simplifies teaching, elevates learning, and eliminates the headaches of supporting and growing traditional learning technologies.
The Canvas platform has grown to become a key part of a large number of educational institutions, from pre-school to higher education. Meanwhile, the company has gone international and hit the $1 billion market cap, made a number of acquisitions and invested in R&D. In fact, much of Instructure's workforce is dedicated to R&D, which shows their focus on innovating.
Instructure was itself acquired in 2024 by KKR, which supports a broad-based equity ownership program for Instructure employees. With KKR's record of acquired companies, this is a promising development. And, as the company centres a future-oriented vision and brand strategy, it will be interesting to see what it does next.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (2 rounds)
Jun 2016
$4m
SERIES A
Aug 2015
$1.5m
CONVERTIBLE
Total funding: $5.5m
Company benefits
- Join a passionate community of educators and the people working to support them
- Access to a large course library, mentoring and coaching opportunities, and regular feedback
- Community engagement (partnerships, volunteering, free learning resources, and ongoing outreach efforts)
- Office culture that values outcomes and impact above all
- Equity and ownership programs give every employee a stake in our future
- Ownership, recognition, and celebrations of shared success
- Growth opportunities (we’re all about helping our people move into (and thrive in) new roles)
Company HQ
Cottonwood Heights, UT
Leadership
Steve Daly
(CEO)They have a BS in Mechanical Engineering and a MBA in Strategy and Finance with more than 20 years experience in hardware and software industries.
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