Solutions Engineer - Partner Sales; external link, opens in tab

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:

We are looking for an experienced, articulate, and passionate Solutions Engineer (SE), with the primary objective of helping guide prospective customers through their evaluation of Instructure products. This individual will work directly with regional sales representatives to both architect and sell the best possible solution for buyers.

Solutions Engineers are the primary knowledge resource for the sales team and are responsible for actively driving and managing the functional and technical evaluation stages of the sales process. SEs are key technical advisors and product advocates, thoughtfully considering all alternatives to arrive at the best recommendations. SEs must effectively communicate complex education and technology concepts and practices to a variety of stakeholders.

This SE position will partner with our Provider Sales Team to position Instructure solutions to fellow educational technology companies and providers. The location of this position is flexible, although candidates must be willing to travel up to 40%.

What you will be doing:

• Present Instructure products and Instructure as a partner to a variety of education technology industry stakeholders.

• Articulate how Instructure solutions can help fellow educational technology providers fulfill their mission to support K-12 and Higher Education markets.

• Discover and analyze individual customer goals and challenges and map those back into the appropriate solution(s), including:

  • Canvas LMS and Canvas Career

  • Canvas Studio and Canvas Catalog

  • Impact by Instructure

  • Elevate Standards Alignment

  • Elevate Data Sync

  • Mastery Connect and Mastery Item Bank

• Identify or develop solutions to address unique technical or functional requirements.

• Develop and deliver tailored product demonstrations that are simple but engaging.

• Lead in-depth, technical discussions with various business stakeholder roles and align solutions with value propositions for those individuals.

• Understand and document customer requirements to support a successful evaluation and implementation.

• Assist proposal writers with responding to functional and technical elements of RFIs/RFPs.

What you will need to know/have:

• Technical understanding of education technology, SaaS, systems integration and interoperability standards (e.g., LTI, QTI, APIs), business intelligence technologies, HRISs, CRMs, CMSs, digital publishing tools, SCORM, etc.

• Applied understanding of K-12 and Higher Education needs and the importance of education technology to support those needs, including teaching and assessment best practices, standards alignment, and instructional design.

• Articulate and compelling presentation skills.

• Excellent communication skills in speech and writing, tailored for different roles and audiences.

• Self-motivated, self-reliant, yet collaborative.

• Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.

• Access to a nearby airport. Candidates must be willing to travel up to 40%.

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.…