VP, Partner Ecosystem

About the role

Instructure is seeking a VP, Partner Ecosystem to shape and execute our partner ecosystem strategy, driving significant business growth. This senior leader will leverage 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.

Key responsibilities

• Scale and manage Instructure’s Channel Partner Program, optimizing onboarding, enablement, and performance measurement globally.
• Develop and support go‑to‑market activities with strategic partners such as AWS, Google, Microsoft, and Salesforce.
• Manage integration and services partner programs, including benefits, events, technology access, and performance measurement.
• Evaluate, negotiate, and implement new education‑technology partnerships for product and service resale.
• Lead government, education consortia, and research network relationships and define success metrics.
• Identify and execute alternative revenue opportunities across the product portfolio.
• Accurately forecast, manage budgets, and deliver on sales targets.

Required profile

• 15+ years of business development, partnerships, or sales experience in B2B SaaS, preferably in the education sector.
• Proven success executing partnership programs with measurable results and managing multinational reseller programs.
• Experience negotiating and implementing large‑scale partnerships (>$1M).
• Strong leadership, communication, and ability to travel up to 50%.
• International experience and budget/P&L management preferred.

Required skills

• AWS
• Google Cloud
• Microsoft
• Salesforce

What we offer

• Competitive compensation and ownership program for full‑time employees.
• Flexible work culture with remote, hybrid, and in‑office options.
• Generous time off, wellness programs, and mental health support.
• Learning and development resources, including tuition reimbursement.
• Employee recognition program and inclusive culture.