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Instructure is seeking a VP, Partner Ecosystem to lead the design and execution of a comprehensive partner ecosystem strategy that drives significant business growth. This senior leadership role will transform Alliances and Partnerships into key competitive differentiators across the edtech industry by building and scaling strategic alliances, particularly within technology.
Key responsibilities include scaling and managing Instructure's global Channel Partner Program, optimizing partner onboarding, enablement, and performance measurement for resellers. You will develop and execute go-to-market activities with strategic technology partners (AWS, Google, Microsoft, Salesforce, etc.), leveraging success in partnerships with leading companies. The role involves supporting and expanding Instructure's ecosystem of Integration and Services partners, managing program components including benefits, events, and technology access.
Additional responsibilities include evaluating and implementing strategic EdTech partnerships for product and service resale, managing government and education consortia relationships, identifying alternative revenue opportunities across the product portfolio, and delivering accurate forecasting and budget management.
Success is measured by the number and effectiveness of reseller partners, pipeline and bookings volumes via resellers, Integration and Services partnership engagement and revenue, sourced and influenced pipeline from government relationships, and bookings and revenue from new partnerships.
The ideal candidate brings 15+ years of business development, partnerships, or sales experience in B2B SaaS, with education sector experience highly preferred. You should have proven success executing partnership programs with measurable results, extensive experience managing multinational B2B SaaS reseller programs, and demonstrated ability to negotiate and implement large-scale (>$1M) partnerships. Deep knowledge of the education industry, LMS ecosystem, and understanding of education trends is essential. Strong leadership skills, outstanding communication abilities, and experience with high-level C-suite negotiations and stakeholder management are required. Budget and P&L management history is preferred, along with willingness to travel up to 50%.
