VP, Partner Ecosystem

Instructure, Inc.; United States; Hybrid; USD 180,000 - 260,000; Full time

Benefits offered by this job

Ownership program

Flexible work culture

Generous time off

Wellness programs

Tuition reimbursement

Learning resources

Recognition program

Inclusive culture

Job summary

Instructure, Inc. is seeking a VP, Partner Ecosystem to shape and execute our partner ecosystem strategy, driving significant business growth through strategic alliances in technology and education.

You will collaborate across Sales, Product, Revenue Operations, Corporate, and Marketing to align goals, recruit and enable partners, negotiate multi‑million partnerships, and accelerate revenue growth while expanding ISV and services ecosystems.

Qualifications

• 15+ years of business development, partnerships, or sales experience in B2B SaaS; education sector experience highly preferred.
• Proven success in executing partnership programs with measurable results.
• Extensive experience managing multinational B2B SaaS reseller programs, including onboarding, enablement, and measurement.

Responsibilities

• Scale and manage Instructure’s Channel Partner Program globally for reseller partners.
• Develop and support go-to-market activities with strategic partners (AWS, Google, Microsoft, Salesforce, etc.).
• Support and expand Integration and Services partner ecosystems; measure performance and drive growth.
• Evaluate and implement EdTech partnerships with cross-functional go-to-market plans.
• Manage government, education consortia, and research relationships; drive strategy and metrics.
• Identify and execute new revenue opportunities across Instructure’s product portfolio.
• Accurate forecasting and budget management; deliver on sales targets.

Skills

Business development

Partnerships

Sales leadership

B2B SaaS

Multinational experience

Negotiation

Stakeholder management

Communication

Travel readiness

LMS/EdTech knowledge

Job description

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 awesome. And that’s where you come in:

VP, Partner Ecosystem

Instructure is seeking a VP, Partner Ecosystem to shape and execute our partner ecosystem strategy, driving significant business growth. As a senior leader, you will leverage your expertise in building and scaling strategic alliances, particularly within technology, to transform our Alliances and Partnerships programs into key competitive differentiators across the edtech industry. You will be instrumental in generating value for Instructure, our clients, and partners by developing, scaling, and optimizing partner programs and relationships, with a focus on revenue growth through partnerships, alliances, and business development.

This role works closely with senior leaders across Sales, Product, Revenue Operations, Corporate, and Marketing to align partner ecosystem goals, driving broad support for partnership initiatives. You will deliver measurable results against defined targets, including bookings, partner engagement, and customer retention.

What you will be doing:

• Scale and manage Instructure’s Channel Partner Program: Optimize partner onboarding, enablement, and performance measurement globally for partners who position, resell, and support Instructure solutions. Partner closely with sales to recruit, onboard, enable, and support reseller partners.

• Develop and support go-to-market activities with strategic partners: Execute go-to-market strategies with partners (AWS, Google, Microsoft, Salesforce, etc.), leveraging success in strategic partnerships with leading technology companies.

• Support and expand the Instructure ecosystem of Integration and Services partners: Manage program components including benefits, events, and technology access, measure performance, and drive growth of marketplace and ISV programs.

• Evaluate and implement strategic EdTech partnerships: Evaluate, negotiate, and implement new education technology partnerships for product and service resale. Lead go-to-market plans with cross-functional teams.

• Manage government, education consortia, and research and education network relationships: Develop and execute strategy and success metrics for these relationships.

• Identify and execute alternative revenue opportunities: Discover and implement new revenue models across Instructure’s product portfolio.

• Accurate forecasting and budget management: Deliver on sales targets and manage budgets effectively.

Success metrics include:

• Number and effectiveness of reseller partners; pipeline and bookings volumes (new and renewal) via resellers.

• Integration and Services partnership engagement and resulting revenue.

• Sourced and influenced pipeline by government and consulting relationships; ROI on government-related spend.

• Bookings and revenue from new partnerships.

What we’re looking for:

• 15+ years of business development, partnerships, or sales experience in B2B SaaS; education sector experience highly preferred.

• Proven success in executing partnership programs with measurable results.

• Extensive experience managing multinational B2B SaaS reseller programs, including partner onboarding, enablement, and measurement.

• Demonstrated ability to negotiate and implement large-scale (> $1M) partnerships.

• Deep knowledge of the education industry and LMS ecosystem; understanding education trends and institutional needs is a plus.

• Strong leadership skills: setting and managing ambitious sales and partnership metrics, motivating teams, and leading in fast-paced, changing environments. International experience preferred.

• Outstanding communication—able to translate complex concepts clearly to diverse audiences via written, spoken, and presentation formats.

• Ability to travel up to 50%.

• Budget and P&L management history preferred.

Skills and Behaviors:

• Detail-oriented, holistic, global thinker.

• Empathetic, emotionally intelligent leader.

• Strong planning, organizational, and project management skills for dynamic environments.

• Strategic self-starter with demonstrated initiative.

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

• Strong consultative approach to marketing, sales, and cross-departmental collaboration.

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here’s a general idea of what you can expect:

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.

• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.

• Comprehensive wellness programs and mental health support

• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth

• The technology and tools you need to do your best work

• Motivosity employee recognition program

• A culture rooted in inclusivity, support, and meaningful connection

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.