Channel Development Manager

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 education and careers. We do this by giving smart, creative, passionate people opportunities to create something awesome. And that's where you come in:
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.

**Responsibilities**:

- 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.

**Qualifications**:

- 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.

**Preferred Additional Skills**:

- 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.

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 id