VP, Partner Ecosystem

Instructure

VP shaping Instructure’s EdTech partner ecosystem to grow SaaS revenue. Scaling reseller, technology, integration, and services partnerships across global markets.

Posted 8/4/2026full-timeRemote • 🇺🇸 United StatesLead💰 $250,000 - $290,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in business development and partnership management within the B2B SaaS sector, with a strong focus on the education industry. Proven ability to lead cross-functional teams, execute go-to-market strategies, and achieve ambitious sales and partnership metrics.

Highest-signal resume keywords

B2B SaaS Business DevelopmentPartnership Program ManagementNegotiation of Large-Scale PartnershipsEducation Industry KnowledgeSales Target Achievement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Partner OnboardingPerformance MeasurementGo-To-Market StrategyBudget ManagementSales ForecastingPipeline ManagementRevenue Model ImplementationProject ManagementCross-Departmental CollaborationC-Suite Stakeholder Management

Soft Skills

LeadershipTeam MotivationCommunication SkillsOrganizational SkillsConsultative Approach

Industry Keywords

EdTech PartnershipsLMS EcosystemEducation ConsortiaReseller ProgramsInternational Experience

Tech Stack

Tools & technologies

AWS

About the role

Key responsibilities & impact

Shape and execute Instructure’s partner ecosystem strategy to drive business growth
Scale and manage the Channel Partner Program, including onboarding, enablement, and performance measurement
Recruit, onboard, enable, and support reseller partners in collaboration with Sales
Develop and execute go-to-market activities with strategic technology partners including AWS, Google, Microsoft, and Salesforce
Support and expand Integration and Services partner programs, including benefits, events, technology access, performance measurement, and marketplace/ISV growth
Evaluate, negotiate, and implement strategic EdTech partnerships for product and service resale
Lead go-to-market plans with cross-functional teams
Develop and execute strategies and success metrics for government, education consortia, and research and education network relationships
Identify and implement alternative revenue models across Instructure’s product portfolio
Forecast accurately, deliver on sales targets, and manage budgets
Drive reseller pipeline, bookings, partner engagement, partnership revenue, and customer retention
Collaborate with senior leaders across Sales, Product, Revenue Operations, Corporate, and Marketing

Requirements

What you’ll need

15+ years of business development, partnerships, or sales experience in B2B SaaS
Education sector experience highly preferred
Proven success 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 partnerships exceeding $1M
Deep knowledge of the education industry and LMS ecosystem
Understanding of education trends and institutional needs is a plus
Strong leadership skills and experience managing ambitious sales and partnership metrics
Ability to motivate teams and lead in fast-paced, changing environments
International experience preferred
Outstanding written, spoken, and presentation communication skills
Ability to travel up to 50%
Budget and P&L management history preferred
Strong planning, organizational, and project management skills
Experience with high-level negotiations and C-suite stakeholder management
Strong consultative approach to marketing, sales, and cross-departmental collaboration
All employees must pass a background check
Candidates may need to verify legal name, current physical location, valid contact number, and residential address

Benefits

Comp & perks

Competitive compensation
Full-time employee participation in the ownership program
Flexible work culture
Generous time off, including local holidays and the annual “Dim the Lights” period in late December
Comprehensive wellness programs and mental health support
Learning and development resources
Professional development tools
Tuition reimbursement
Technology and tools needed to do your best work
Motivosity employee recognition program
Inclusive, supportive culture and meaningful connection