Channel Development Manager

As an Education Technology (EdTech) SaaS Channel Development 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 markets of Asia-Pacific. By developing trust-based relationships, fostering partnerships and implementing effective programs, you will drive pipeline and revenue growth 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 pipeline and revenue goals and vision; speak publicly about the Instructure partnership opportunity
• 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.
• Demand Generation: Work with partners on jointly agreed demand generation programs and execute them. You will be documenting the learnings from the program, calculating the ROI and finding ways to replicate the successful ones with other partners.
• 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.
• 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.
• Program Development: Contribute to the definition and execution 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 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.

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