VP, Partner Ecosystem

This is a fully remote position, open to applicants in United States, +4 more states.

📋 Description

• Design and implement Instructure’s partner ecosystem strategy to foster business growth.

• Scale and oversee the Channel Partner Program, which includes partner onboarding, training, and performance assessment.

• Collaborate with the Sales team to recruit, onboard, support, and enable reseller partners.

• Create and execute go-to-market initiatives alongside strategic technology partners like AWS, Google, Microsoft, and Salesforce.

• Enhance and broaden Integration and Services partner programs, covering benefits, events, technology access, performance tracking, and marketplace/ISV expansion.

• Assess, negotiate, and establish strategic EdTech partnerships for the resale of products and services.

• Direct go-to-market strategies in coordination with cross-functional teams.

• Formulate and implement strategies and success metrics for relationships within government, education consortia, and research and education networks.

• Discover and apply alternative revenue models across Instructure’s product offerings.

• Accurately forecast, meet sales objectives, and manage budgets.

• Propel the reseller pipeline, bookings, partner engagement, partnership revenue, and customer retention.

• Work collaboratively with senior leaders from Sales, Product, Revenue Operations, Corporate, and Marketing.

⛳️ Requirements

• Over 15 years of experience in business development, partnerships, or sales within B2B SaaS.

• Experience in the education sector is highly desirable.

• Proven track record of executing partnership programs that yield measurable results.

• Extensive background in managing multinational B2B SaaS reseller programs, including partner onboarding, enablement, and evaluation.

• Demonstrated capability to negotiate and implement large-scale partnerships exceeding $1 million.

• In-depth knowledge of the education sector and LMS ecosystem.

• Familiarity with education trends and institutional requirements is an advantage.

• Strong leadership qualities and experience in managing ambitious sales and partnership metrics.

• Ability to inspire teams and lead in fast-paced, dynamic environments.

• International experience is preferred.

• Exceptional written, verbal, and presentation communication skills.

• Willingness to travel up to 50%.

• Preferable history in budget and P&L management.

• Excellent planning, organizational, and project management abilities.

• Experience in high-level negotiations and stakeholder management at the C-suite level.

• Consultative approach to marketing, sales, and inter-departmental collaboration.

• All employees are required to undergo a background check.

• Candidates may need to confirm their legal name, current physical address, valid contact number, and residential location.

🏝️ Benefits

• Competitive salary.

• Full-time employees can participate in the ownership program.

• Flexible work environment.

• Generous time-off policy, including local holidays and the annual “Dim the Lights” period in late December.

• Comprehensive wellness initiatives and mental health support.

• Resources for learning and development.

• Tools for professional advancement.

• Tuition reimbursement program.

• Access to technology and tools necessary for optimal performance.

• Motivosity employee recognition initiative.

• A culture that is inclusive, supportive, and fosters meaningful connections.