Offer summary

Qualifications:

Minimum 8 years of experience in B2B sales, with at least 5 years in a leadership role managing channel or partner sales teams in EMEA., Strong understanding of the educational technology industry, including LMS marketplaces and technology use in education., Proven success in building and scaling indirect sales programs across diverse international markets., Fluency in English and at least one additional language, such as Arabic or German..

Key responsibilities:

Develop and lead the channel and VAR sales strategy across EMEA.

Identify, onboard, and manage high-value channel partners to ensure strategic alignment.

Manage and coach a regional channel team to achieve sales targets and deliver excellent customer experiences.

Collaborate with global and regional teams to execute coordinated sales and marketing initiatives.

Job description

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 educations 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 Europe, the Middle East, and Africa. 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 Managing Director of EMEA, you will manage your team of Channel Account Managers and Account Executives 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:

Develop and lead the overarching channel and VAR 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

Manage and maintain a scalable partner program including joint business planning, 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 Edtech is preferred

Proven success building and scaling indirect sales programs 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; (e.g. Arabic, German) 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

Manage multiple, competing demands to reach project deliverables and meet deadlines

Get in on all the awesome at Instructure:

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:Competitive compensation and participation in Instructure’s equity program

Flexible schedules and a remote-friendly culture, with hybrid or onsite work based on business needs

Generous paid time off, including global holidays and our annual “Dim the Lights” company-wide shutdown from December 26 to December 31

Comprehensive wellness programs and mental health support

Annual learning and development stipends to support your growth

We provide the technology and tools you need to do your best work—typically a Mac, with PC options available in some locations

A culture rooted in inclusivity, support, and meaningful connection

We’ve always believed in hiring the most awesome people and treating them right. We know that the more diverse we are, the more diverse our ideas will be — and when we openly welcome those ideas, our environment is better and our business is stronger. All Instructure employees are required to successfully pass a background check upon being hired.

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