Description
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 career. 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 education technologist to become a Senior Solutions Engineer (SE) having the primary objective of helping guide prospective customers in their Instructure Learning Platform evaluation process. Specifically, 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, considering creative solutions and establishing and maintaining strong relationships throughout the sales cycle. Working in collaboration with their assigned Channel Account Managers (CAMs) and Channel Partners, 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 Japan and will partner with our Regional Sales Representatives. Candidates must be willing to travel up to 50%.
What you will be doing:
- Partner with Channel Account Managers and Channel Partners to manage complex and multi-stakeholder opportunities.
- Develop and deliver tailored product demonstrations that are simple but engaging to a range of sectors including Higher Education, K12 and Registered Training Organisations.
- Discover and analyse individual customer goals and pain points and map those back into the appropriate Platform solution(s).
- Analyse and respond to technical requirements in RFIs/RFPs and determine which Instructure solutions, services and partners will be required to meet the client's needs.
- Understand and document customer requirements to support a successful evaluation, as well as proof of concept and implementation.
- Be a lifelong learner and develop your and your team's skills continuously.
- Partner closely with our customer experience teams to ensure an amazing customer experience - for life.
Here's what you will need to know/have:
- Recommended 5+ years of sales engineering or solution consulting experience in a SaaS organisation
- Fluent in Japanese and English
- Understanding of channel sales programs
- 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 high stakes scenarios.
- Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
- Must be prepared for extensive domestic and international travel if/when conditions permit (up to 50%).
We’ve always believed in hiring the very best people and treating them right. We know that the more diverse we are, the more diverse our ideas will be and when we openly welcome those ideas, our environment is better and our business is stronger.
At Instructure we are committed to creating a workplace that supports diversity and inclusion, which we believe improves productivity, customer engagement and employee satisfaction. We welcome applications from individuals of all backgrounds.
All Instructure employees are required to successfully pass a background check upon being hired.
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