Vice President of Partner Ecosystem, Instructure
$500-580k
OTE
$250-290k
BASE
+ Ownership program
Ability to travel up to 50%
Dynamic learning management platform
Be an early applicant
Dynamic learning management platform
1001+ employees
Be an early applicant
$500-580k
OTE
$250-290k
BASE
+ Ownership program
Ability to travel up to 50%
1001+ employees
Company mission
To help learners thrive in tomorrow's landscape by delivering a future-ready ecosystem.
Role
Who you are
- 15+ years of business development, partnerships, or sales experience in B2B SaaS; education sector experience highly preferred
- Proven success in executing partnership programs with measurable results
- Extensive experience managing multinational B2B SaaS reseller programs, including partner onboarding, enablement, and measurement
- Demonstrated ability to negotiate and implement large-scale (> $1M) partnerships
- Deep knowledge of the education industry and LMS ecosystem; understanding education trends and institutional needs is a plus
- Strong leadership skills: setting and managing ambitious sales and partnership metrics, motivating teams, and leading in fast-paced, changing environments. International experience preferred
- Outstanding communication—able to translate complex concepts clearly to diverse audiences via written, spoken, and presentation formats
- Ability to travel up to 50%
- Budget and P&L management history preferred
- Detail-oriented, holistic, global thinker
- Empathetic, emotionally intelligent leader
- Strong planning, organizational, and project management skills for dynamic environments
- Strategic self-starter with demonstrated initiative
- Experience with high-level negotiations and stakeholder management at the C-suite level
- Strong consultative approach to marketing, sales, and cross-departmental collaboration
What the job involves
- Instructure is seeking a VP, Partner Ecosystem to shape and execute our partner ecosystem strategy, driving significant business growth
- As a senior leader, you will leverage your expertise in building and scaling strategic alliances, particularly within technology, to transform our Alliances and Partnerships programs into key competitive differentiators across the edtech industry
- You will be instrumental in generating value for Instructure, our clients, and partners by developing, scaling, and optimizing partner programs and relationships, with a focus on revenue growth through partnerships, alliances, and business development
- This role works closely with senior leaders across Sales, Product, Revenue Operations, Corporate, and Marketing to align partner ecosystem goals, driving broad support for partnership initiatives
- You will deliver measurable results against defined targets, including bookings, partner engagement, and customer retention
- Scale and manage Instructure’s Channel Partner Program: Optimize partner onboarding, enablement, and performance measurement globally for partners who position, resell, and support Instructure solutions. Partner closely with sales to recruit, onboard, enable, and support reseller partners
- Develop and support go-to-market activities with strategic partners: Execute go-to-market strategies with partners (AWS, Google, Microsoft, Salesforce, etc.), leveraging success in strategic partnerships with leading technology companies
- Support and expand the Instructure ecosystem of Integration and Services partners: Manage program components including benefits, events, and technology access, measure performance, and drive growth of marketplace and ISV programs
- Evaluate and implement strategic EdTech partnerships: Evaluate, negotiate, and implement new education technology partnerships for product and service resale. Lead go-to-market plans with cross-functional teams
- Manage government, education consortia, and research and education network relationships: Develop and execute strategy and success metrics for these relationships
- Identify and execute alternative revenue opportunities: Discover and implement new revenue models across Instructure’s product portfolio
- Accurate forecasting and budget management: Deliver on sales targets and manage budgets effectively
- Success metrics include:
- Number and effectiveness of reseller partners; pipeline and bookings volumes (new and renewal) via resellers
- Integration and Services partnership engagement and resulting revenue
- Sourced and influenced pipeline by government and consulting relationships; ROI on government-related spend
- Bookings and revenue from new partnerships
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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