Channel Development Manager, Instructure
Dynamic learning management platform
Be an early applicant
Dynamic learning management platform
1001+ employees
Be an early applicant
1001+ employees
Company mission
To elevate student success, amplify the power of teaching, and inspire everyone to learn together.
Role
Who you are
- Bachelor's degree in business, marketing, education, or a related field. An MBA or equivalent experience is desirable
- Proven track record in channel management within the technology or education sector, with a focus on driving revenue growth through indirect sales channels
- Deep understanding of the education technology landscape, including familiarity with higher education institutions, educational software solutions, and industry trends
- Excellent communication and relationship-building skills, with the ability to engage and collaborate effectively with partners, educators, and stakeholders at all levels
- Analytical mindset with the ability to interpret data, derive actionable insights, and make informed decisions to optimize channel performance
- Strategic thinker with the ability to develop and execute channel strategies that resonate with the unique needs and challenges of the education sector
- Results-oriented mindset with a strong focus on achieving revenue targets and driving measurable outcomes
- Strong negotiation skills and contract acumen, with the ability to structure and finalize agreements that foster mutually beneficial partnerships
- Ability to work autonomously and as part of a team in a fast-paced, dynamic environment, managing multiple priorities and stakeholders effectively
- Proficiency in CRM software (Salesforce), G-Suite, and other relevant enterprise productivity tools
Desirable
- Experience with educational technology platforms and solutions, particularly Learning Management Systems
- Familiarity with educational sales channels, such as value-added resellers (VARs) and educational consultants
- Knowledge of educational regulations, compliance standards, and procurement processes
- Fluency in multiple languages for engaging with diverse educational markets internationally
What the job involves
- As an Education Technology (EdTech) SaaS Channel Manager for Instructure, you will be at the forefront of expanding our reach in the education sector through indirect sales channels.
- Your primary responsibility will be to develop and execute channel strategies tailored specifically to the unique needs of educational institutions in select marketings in Europe, the Middle East, Africa and Latin America
- By fostering partnerships and implementing effective programs, you will drive revenue growth and market penetration for our EdTech SaaS products
- Channel Strategy Development and Communication: Devise and communicate channel strategies that cater to the requirements and nuances of the education technology market, aligning with the company's revenue goals and vision; speak publicly about the Instructure partnership opportunity
- Partner Identification and Recruitment: Identify and onboard strategic channel partners within the education sector, including educational resellers, technology integrators, and internet service providers dedicated to supporting the needs of research and education communities
- Training and Enablement: facilitate onboarding and enablement training activities to educate channel partners on our EdTech solutions, empowering them to effectively articulate value propositions and drive sales
- Relationship Management: Cultivate strong relationships with channel partners, providing them with the necessary support, resources, and guidance to ensure their expertise with Instructure products success in promoting and selling our EdTech solutions
- Market Analysis: Conduct thorough market research and analysis to identify emerging trends, competitive dynamics, and new opportunities for channel expansion within the EdTech landscape
- Cross-Functional Collaboration: Collaborate closely with internal teams, including sales, marketing, product development, and customer success, to ensure alignment of channel strategies with overall business objectives and to leverage resources effectively
- Contract Negotiation: Lead negotiations with channel partners, structuring mutually beneficial agreements that address pricing, revenue sharing, and other terms pertinent to EdTech SaaS partnerships
- Program Development: Contribute to the definition and execute of channel programs and initiatives tailored to the needs of educational institutions, such as incentives, promotions, and training sessions, to drive partner engagement and sales performance
Our take
Instructure is an education technology company, creator of the Canvas Learning Management Platform that allows schools to build the digital learning environment that meets the unique challenges faced by their institution. 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 and beyond. Much of Instructure's workforce is dedicated to R&D, which is unusual for a company of their size, and shows their focus on innovating.
Founded back in 2008, the company has claimed numerous successes, including going international and hitting the $1 billion market cap. It has made a number of acquisitions, most recently of Concentric Sky and LearnPlatform. The former saw Instructure incorporate Sky's "Badgr" into its ecosystem as "Canvas Badges", whereas the latter adds evidence-based insights to the platform - both cementing its commitment to building the education industry's most integrated teaching and learning platform to support lifelong learning.
Instructure was itself acquired in 2024 by KKR, which will support a broad-based equity ownership program for Instructure employees. This strategy is based on a strategy of employee ownership as a cause of stronger companies. The move is a promising one considering KKRs track record of acquired companies, but time will tell how Intructure fares.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Jun 2016
$4m
SERIES A
Aug 2015
$1.5m
CONVERTIBLE
Total funding: $5.5m
Company benefits
- Equity and 401k
- Medical, dental, disability, and life insurance
- HSA program, vision, voluntary life, and AD&D
- Tuition reimbursement
- Work-from-home flexibility and flex time off
- Gym club reimbursements and rewards-based fitness tracking
- Professional learning and career development opportunities, including Basecamp Employee Development Week!
- An innovative community of passionate educators and learners
Company values
- Openness - We’re open to new people, new ideas, and new opportunities. We strive to be collaborative in our projects, transparent about our intentions, and curious about how things work and how to make them better. Open minds open doors
- Relationships - We're all about building meaningful relationships based on trust, respect, and mutual success, whether they're peer-peer, teacher-student, manager-employee, or company-customer. People come first
- Equality - We aspire to offer an inclusive and welcoming culture, and we believe people deserve equal access to opportunities and resources. You can't have equality without equity
- Ownership - We're all accountable for excellence in our work and our actions, and we stand behind our products and services. Say. Do. Repeat
- Simplicity - Our software makes lifelong learning easier. We strive for clarity and ease of use across the board, from product design to communication to customer experience. Simpler is smarter
Company HQ
Cottonwood Heights, UT
Articles
Leadership
Steve Daly
(CEO, not founder)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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