Sr. Solutions Engineer - Channel Sales, EMEA chez Instructure
Instructure · London, Royaume-Uni · Remote
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 and confident Senior Solutions Engineer (Channel) to accelerate our expansion across the Middle East, Central Europe and Africa (including Saudi Arabia). This role blends strong technical leadership with the relationship-focused skills needed to empower and enable a diverse network of channel partners operating in multiple languages, cultures, and markets.
Your primary mission is to help partners successfully represent, demonstrate, and deploy the Instructure Learning Platform, including Canvas LMS, Canvas Studio, Canvas Catalog, Parchment Digital Credentials, Canvas Career, and Impact. You will guide partners through onboarding, certification, and solution design, and you will ensure they are fully prepared to lead their own discovery sessions, demos, and implementation conversations.
You will support partners with deployment considerations, integration best practices, and the full Canvas ecosystem architecture. You will also help maintain consistent quality standards, strengthen partner capability, and shape a reliable, high-performing network across a diverse and rapidly growing region.
Working closely with Regional Directors, Account Executives, and partner organisations, you will also support key customer evaluations and contribute to the technical success of major opportunities.
This role is based in the UK and requires travel of up to 50-60% percent to support partners and customers across the Middle East, North Africa, sub-Saharan Africa, and selected European markets.
Fluency in Arabic and English is required.
What you will be doing:
- Onboard, Enable, and Certify Channel Partners
- Lead partner onboarding and ensure new partners gain full technical readiness with the Instructure Learning Platform.
- Run structured enablement programmes, including certification, demo readiness, product deep-dives, and integration workshops.
- Build partner capability so they can independently conduct discovery, deliver strong demonstrations, and engage confidently in technical conversations.
- Provide ongoing coaching, feedback, and support to partner technical teams as they expand their Canvas expertise.
- Support Joint Pre-Sales Engagements Across MEA
- Collaborate with partners on customer-facing discovery, mapping goals, constraints, and pedagogical or operational needs.
- Deliver tailored demonstrations for Higher Education, K12, Ministries, private training organisations, and corporate learning markets.
- Translate customer requirements into complete solution architectures across Canvas LMS, Studio, Catalog, Credentials, Impact, and integrations.
- Strengthen partner capability by modelling best practices during early co-selling engagements.
- Guide Partners and Customers Through Enterprise Evaluations
- Support partners in managing proofs of concept, evaluations, and pilots with clear technical and strategic guidance.
- Address integration and deployment requirements including SIS interoperability, SSO, APIs, data residency, hosting, security reviews, and compliance frameworks.
- Assist partners and sales teams with RFI/RFP responses, ensuring technical accuracy and alignment with approved Instructure messaging.
- Provide creative solutions and clear pathways for complex or high-stakes opportunities across the region.
- Build Trust and Technical Credibility Across the Region
- Develop strong relationships with partner organisations, senior institutional leaders, and government stakeholders.
- Act as a trusted advisor who brings market insight, digital learning expertise, and solution strategy into each engagement.
- Help partners position the Instructure ecosystem clearly and confidently within a wide range of cultural and operational contexts.
- Strengthen the EMEA Go-To-Market Engine
- Work with Regional Directors, Account Executives, and Channel Managers on territory planning and opportunity strategy.
- Share insight, collateral, and best practices across the global SE team and wider EMEA organisation.
- Support the development of partner-facing playbooks, demo resources, and technical assets tailored for the MEA region.
- Maintain an outstanding, organised, and relevant demo environment and technical toolkit.
- Invest in Your Own Growth and Regional Expertise
- Maintain expert-level knowledge across the full Instructure product portfolio.
- Stay informed on regional education trends, procurement policies, accreditation bodies, and digital transformation initiatives across MEA.
- Refine demo narratives and partner materials to reflect local needs, pedagogical trends, and regional priorities.
Here is what you'll need to know/have:
- Essential Experience & Knowledge
- Fluency in Arabic and English (written and verbal); additional languages (German, Polish, Spanish, Italian etc) are a plus.
- 5+ years in Sales Engineering, Solution Consulting, or technical pre-sales in a SaaS environment.
- Strong understanding of education technology, learning design, digital teaching practices, or student information systems.
- Experience supporting or enabling channel partners across multiple countries or diverse markets.
- Demonstrable experience responding to RFIs/RFPs, especially within government, enterprise, or large-scale education sectors.
- Deep familiarity with cloud platforms, APIs, SSO/identity, data security, and system integration patterns.
- Behavioural Strengths
- Exceptional communication and presentation abilities across varied audiences (faculty, IT leaders, executives).
- Strategic thinker who can simplify complexity and design tailored solutions.
- Relationship builder who earns trust through credibility, reliability, and authenticity.
- Comfortable influencing without direct authority (critical for channel collaboration).
- Highly organised with strong attention to detail in demos, documentation, and follow-up.
- Bonus Experience
- Experience working with Ministries of Education, large education groups, or government procurement processes across the Middle East or Africa.
- Familiarity with regional accreditation or quality frameworks such as NCAAA (Saudi Arabia) or QNSA (Qatar), and awareness of GCC education market dynamics.
- Prior experience with Canvas or another enterprise-scale LMS, including SIS integration, SSO, or API-based workflows.
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 schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Annual learning and development stipends to support your growth
- The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.
Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.
All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.
Any attempt to misrepresent personal or professional information will result in disqualification.
