Solutions Engineer - EMEA - Remote Eligible

Solutions Engineer (SE)

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 are looking for an experienced, articulate, and passionate education technologist to become a Solutions Engineer (SE), having the primary objective of helping guide prospective customers in their Instructure Learning Platform evaluation process. Specifically, this SE will support evaluations of Canvas LMS, Canvas Studio, Canvas Catalog, Canvas Credentials, and Impact by Instructure.

SEs are the primary knowledge resource for the sales team. They are responsible for identifying deployment and technical issues for assigned accounts during the pre-sales process, developing creative solutions to address unique use cases, and establishing and maintaining strong relationships throughout the sales cycle. Working in collaboration with their assigned Regional Directors (RDs), SEs play an essential role in the sales process, acting as technical advisor and product advocate; thoughtfully considering customer needs to arrive at a best solution.

This SE position will be based in Europe and will partner with our Regional Sales Representatives. Candidates must be Multilingual (Spanish and English required). Candidates must be willing to travel up to 60%.

This position can be worked remotely in the UK or a hybrid option in London.

What you will be doing:

1. Present the Instructure Learning Platform as a product (and as a partner) to all stakeholders, from shallow to deep, from storytelling to technical deep-dives.
2. Develop and deliver tailored product demonstrations that are simple but engaging.
3. Discover and analyse individual customer goals and challenges and map those back into the appropriate Platform solution(s).
4. Analyse technical requirements in RFIs/RFPs and determine which Instructure solutions, services and partners will be required to meet the client needs.
5. Respond to functional and technical elements of RFIs/RFPs (experienced Sales Engineers are successful at addressing client needs during very competitive RFI/RFPs).
6. Convey customer requirements to leadership.
7. Successfully conceptualise and communicate about how products and services affect opportunities and sales exposure within an organisation and the education space.
8. Understand and document customer requirements to support a successful evaluation, proof of concept and implementation.
9. Track progress on projects through consistent record-keeping and knowledge-sharing.
10. Facilitate a successful transition as prospects become customers

Here is what you'll need to know/have:

• Applied understanding of teaching, instructional design, or education administration. Experience in software sales or educational technology a plus.
• Technical understanding of education technology, web technology, systems integration, SaaS, student information systems, APIs, etc.
• Self-motivated, self-reliant, collaborative, and communicative.
• Articulate and compelling presentation skills with the ability to present to a wide range of stakeholders, both virtually and face to face and in casual and high stakes scenarios. Will also be expected to present and support trade shows.
• Fluency in Spanish and English required. Multilingual candidates who also speak Italian are preferred.
• Excellent communication skills in speech and writing, tailored for the audience.
• Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• Comfortable in the dynamic atmosphere of a fast-paced tech company with a rapidly expanding customer base.
• Experience with channel sales and partnerships a plus.
• Experience working in EMEA countries outside of Europe (ex. Africa or Middle East) a plus.
• Must be prepared for extensive travel if/when conditions permit, with access to a nearby airport. Once Covid-19 restrictions are lifted, travel requirements are expected to return to pre-pandemic levels (up to 60%).

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.