Regional VP, EMEA Channel Sales at Instructure

United Kingdom

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Educational Technology, EdTechIndustries

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

Responsibilities

Aligning with the global channel strategy, 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

Skills

Key technologies and capabilities for this role

Channel SalesPartner ManagementSales StrategyQuota AttainmentSalesforceForecastingConsultative SellingJoint Business PlanningPipeline ManagementExecutive Sponsorship

Questions & Answers

Common questions about this position

What experience is required for the Regional VP, EMEA Channel Sales role?

Candidates need 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. SaaS experience is required, and Edtech is a plus, along with proven success building and scaling indirect sales teams across diverse international markets.

What are the main responsibilities of this position?

The role involves developing and leading the channel and reseller sales strategy across EMEA, identifying and onboarding high-value partners, providing forecasts in Salesforce to meet quotas, ensuring partner cadences, and leading a high-performing regional channel team.

Is this a remote position or does it require travel in EMEA?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What makes a strong candidate for this Regional VP role?

A strong candidate has 8+ years in B2B sales with 5+ years leading channel sales teams in EMEA, SaaS experience, and a deep understanding of EMEA regional dynamics including education systems, plus success in scaling indirect sales internationally.

Instructure

Education technology for teaching and learning

About Instructure

Instructure focuses on enhancing the educational experience for teachers and students through its technology solutions. The main product, Canvas, is a learning management system (LMS) that enables educators to create, manage, and deliver course content effectively. This platform supports various educational institutions, including K-12 schools, universities, and corporate training programs, by providing a user-friendly interface for both instructors and learners. Unlike many competitors, Instructure operates on a subscription model, allowing institutions to access its services and tools for a fee. The goal of Instructure is to empower educators and improve student outcomes by providing effective teaching tools and resources, serving over 30 million users in more than 6,000 organizations globally.

Cottonwood Heights, UtahHeadquarters

2008Year Founded

$86.7MTotal Funding

IPOCompany Stage

EducationIndustries

1,001-5,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

Health Savings Account/Flexible Spending Account

Unlimited Paid Time Off

Flexible Work Hours

Paid Vacation

Paid Holidays

401(k) Retirement Plan

401(k) Company Match

Tuition Reimbursement

Lifestyle Spending Account

Motivosity - employee recognition program

Risks

Algorithmic bias in AI systems could harm Instructure's reputation and user trust.

KKR's acquisition may lead to strategic shifts disrupting current operations.

Intensifying competition in EdTech could challenge Instructure's market position.

Differentiation

Instructure's Canvas platform is a leading learning management system in the EdTech market.

The company supports over 30 million users across more than 6,000 organizations globally.

Instructure's acquisition of Concentric Sky enhances its digital credentialing capabilities.

Upsides

Increased demand for hybrid learning solutions boosts Instructure's market potential.

Growing interest in micro-credentials aligns with Instructure's recent strategic acquisitions.

Expansion in emerging markets offers Instructure opportunities to increase its global footprint.

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