Overview

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:
Instructure is seeking a skilled B2B Channels executive to build and sell through a partner channel to offer Instructure’s Navigate Item Bank to content and learning companies. To help educators assess students’ understanding of concepts and track standards mastery, the Navigate Item Bank™ is designed to guide instruction at the district and classroom levels. Over 98,000 standards-based items are available with Navigate, as well as pre-built assessments that allow educators to quickly measure student performance.
The Channel Sales Executive will identify and drive new business opportunities with content partners across the K-12 ecosystem—from start-ups to established providers—and nurture relationships with Navigate customers to ensure full utilization of the Navigate solution and value-added alignment services.
The Channels Sales Executive will have a solid B2B sales track record, preferably in the education software or K-12 publishing sectors. The Sales Executive must be able to work effectively with channel partners and must be able to enable partners for success.  An ability to forecast and manage sales opportunities from early development through close, and execute upsell and new product opportunities is essential.

What you will be doing:

    • Identify, develop, manage and close sales through content publishers and education software providers;
    • Evaluate current reselling partner relationships and determine a go forward plan with each;
    • Determine and recruit additional resellers that could be instrumental to Instructure’s growth;
    • Perform annual account reviews;
    • Create and execute on strategic plans for each reseller;
    • Communicate the vision and value proposition of Instructure’s solution to multiple levels at a partner;
    • Maintain 95% renewal rate of end customer transactions;
    • Continuously train existing resellers;
    • Develop incentive plans for channel sales teams;
    • Create tiers of partners and develop programs for each level of tiers;
    • Manage base of renewal software opportunities for existing users of Navigate;
    • Quickly develop relationships with key stakeholders at prospects;
    • Communicate the vision for potential customers to improve their K-12 products with Navigate;
    • Collaborate with product, marketing, services and solutioning teams.

Here is what you will need to know/have:

    • Minimum of 5 years of experience in a similar role for an application or software-as-a-services (SaaS) company;
    • Ability to build ongoing relationships with channel partners and identify areas of growth.
    • Must be a creative problem solver;
    • Proven ability to generate new opportunities and create demand through partnerships;
    • Excellent ability to influence key stakeholders throughout a prospect’s organization;
    • Capable of thinking strategically and creatively while also executing quickly and pragmatically;
    • Comfort in translating technical features into tangible and relevant customer benefits;
    • Ability to creatively and thoughtfully solve problems;
    • Solid in-person and virtual customer-facing skills;
    • Excellent written and verbal communication skills, both internally and externally with customers;
    • Previous experience selling to K-12 publishers and/or software companies is preferred but not required.
    • Solid in-person customer-facing skills;
    • Excellent written and verbal communication skills, both internally and externally with partners;
    • Significant experience using Google Suite products to produce proposals, presentations, trainings
    • and programs to demonstrate product value to channel partners;
    • Strong organizational skills including attention to detail and multi-tasking ability;
    • Experience using Salesforce is highly desirable;
    • Bachelor’s degree is required.
    • 30 to 40% travel expected when travel restrictions are reduced

Get in on all the awesome at Instructure.

    • Competitive salary and 401k
    • Medical, dental, disability, and life insurance
    • HSA program, vision, voluntary life, and AD&D
    • Tuition reimbursement
    • Paid time off, 10 paid holidays, and flexible work schedules
    • Gym club reimbursements and rewards-based fitness tracking
    • iMacs or Macbooks
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.
At Instructure we participate in E-Verify and yes, in case you didn’t catch it from the above, we are an Equal Opportunity Employer.
All Instructure employees are required to successfully pass a background check upon being hired.