Regional Vice President, APAC - Alliances & Channels Job at Instructure

Job Description

We are seeking a seasoned and strategic Regional Vice President – APAC Channel to lead and grow Instructure’s indirect sales operations across our channel territories in APAC including countries such as Japan, Indonesia, Hong Kong, Thailand, and Vietnam. This management role is critical to expanding our market presence through a high-impact partner network, enabling growth at scale while maintaining deep alignment with our global go-to-market strategy. Reporting directly to the VP, Global Partner Ecosystem, you will manage your team of Channel Account Managers to align with Channel Partners, achieve quota attainment and ensure the delivery of exceptional customer experience. You'll be expected to coach consultative and strategic selling skills as well as possess a strong understanding of the Educational Technology industry.

Job Responsibility

Aligning with the global channel strategy, develop and lead the channel and VAR sales strategy across APAC, aligned with Instructure’s global revenue objectives
Identify/onboard high-value channel partners and provide executive sponsorship ensuring long-term strategic alignment and shared success
Provide accurate and detailed weekly, monthly and quarterly forecast funnel of identified and proposed opportunities to meet or exceed quota requirements in Salesforce
Ensure execution of mutually agreed upon partner cadences including joint business planning, pipeline reviews, and deal close plans
Leverage the scaled partner program to support enablement frameworks, incentives, and co-marketing initiatives
Collaborate with global sales leadership, regional marketing, product, and customer success teams to ensure coordinated execution across markets
Represent Instructure at senior-level partner engagements, industry events, and strategic planning sessions across the region
Lead, coach, and develop a high-performing regional channel team as growth demands
Coordinate local Partner participation in events and training, as well as drive product and promotions and programs
Support the development of collateral related to Instructure sales for Channel Partners

Requirements

8+ years of progressive experience in B2B sales
At least 5 years in a leadership role managing a channel/partner sales team in APAC
Experience in SaaS is mandatory
Edtech is a plus
Proven success building and scaling indirect sales programs across diverse international markets
Deep understanding of APAC regional dynamics, including education systems, procurement models, and cultural variances
Strong executive presence and a proven ability to influence C-level stakeholders—both internally and externally
Experience with strategic alliances, partner co-selling, and complex deal structuring
Fluency in English and one additional language
strongly preferred
Extensive travel expected across the region (up to 40%)
Understanding of technology use in education and LMS marketplace and companies
Proven success of building strong relationships and partnerships
Minimum of intermediate understanding of company financial measures
Self-motivated and competitive with the ability to prioritise and manage competing demands in a fast-paced environment
Experience with Microsoft Office Tools, Google Apps, Salesforce, and Clari
Manage multiple, competing demands to reach project deliverables and meet deadlines

Nice to have

Edtech is a plus
Fluency in one additional language

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Regional Vice President, APAC - Alliances & Channels

Job Description

Job Responsibility

Requirements

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