Channel Account Manager

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: As a Channel Account Manager at Instructure, Inc., you will align with Channel Partners to achieve sales quota attainment and ensure the delivery of exceptional customer experiences. You will use consultative and strategic selling skills, leveraging a strong understanding of the Educational Technology industry. The successful candidate will help Channel Partners meet channel program expectations and uphold the Canvas brand by delivering a world-class customer experience. What you will do - Discover and manage sales opportunities with all designated partners in your region, providing accurate and updated sales funnel reports with current status - Provide accurate and detailed weekly, monthly, and quarterly forecasts of identified and proposed opportunities to meet or exceed quota requirements, in Salesforce - Manage and execute the Partner planning document - Meet with Partners, participate in joint sales calls to customers, and assist the Partner in closing opportunities - Help Partners broaden their product expertise and expand sales opportunities, driving growth from all associated resources - Train partners on products, processes, and effective sales techniques - Escalate pricing, SLA, or other issues as needed - Coordinate Partner access to Sales Engineering, Field Marketing, and overlay resources as appropriate - Disseminate all communications and announcements to Partners - Coordinate participation in local Partner events and training - Drive products, promotions, and programs with Partners - Attend shows and conference calls, as designated by management - Read and stay up to date on all communications, maintaining high product, program, and promotion knowledge - Manage tasks to completion per project schedule or direction from management - Lead the maintenance of up-to-date information on company websites, such as webinar recordings, price lists, channel partners, and contact information - Support the development of collateral related to Instructure sales for Channel Partners What you will need to know/have - Understanding of technology use in education, the LMS marketplace, and related companies - 4+ years of related experience working with Channel Partners in the Channel - Proven success in building strong relationships and partnerships - Minimum intermediate understanding of company financial measures - Engaging, friendly, and articulate over the phone; professional in written communications - Self-motivated and competitive, with the ability to prioritize and manage competing demands in a fast-paced environment - Ability to create internal and customer-facing presentations and materials (including email) - Experience with Microsoft Office Tools and Google Apps - Proven ability to manage multiple, competing demands to reach project deliverables and meet deadlines - Ability to engage with cross-functional work teams - Excellent written and oral communication skills - Willingness and ability to travel regularly 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 an