Senior Solutions Engineer

We are looking for an experienced, articulate, and passionate education technologist to join us as a Senior Solutions Engineer (SE), with the primary objective of guiding prospective customers through their evaluation of the Instructure Learning Platform, including Canvas LMS, Canvas Studio, Canvas Catalog, Canvas Credentials, Canvas Career, and Impact by Instructure.

Solutions Engineers are the primary knowledge resource for the sales team. As a Senior SE you will act as a trusted technical advisor and product advocate across your assigned accounts, identifying deployment and technical considerations throughout the pre-sales process, designing creative solutions, and building strong relationships across the sales cycle.

Working in close partnership with your Regional Directors and Account Executives, you will:

• Map customer needs to the right solution across Higher Education, K12, government, and corporate learning markets.
• Partner with Account Executives and Regional Directors to manage complex, multi-stakeholder opportunities from discovery through to close.
• Develop and deliver tailored product demonstrations that are simple but engaging.
• Discover and analyse individual customer goals and pain points, looking beyond the immediate requirement to design solutions that fit the customer’s wider ecosystem and long‑term objectives.
• Analyse and respond to technical requirements in RFIs and RFPs, determining which Instructure solutions, services, and partners are needed to meet client needs.
• Address integration and deployment requirements including SIS interoperability, SSO and identity, APIs, data residency, hosting, security reviews, and compliance frameworks.
• Document customer requirements to support a successful evaluation, proof of concept, and implementation, and facilitate a clean handoff to post‑sales teams.
• Partner closely with our customer experience teams to ensure an outstanding customer experience, for life.
• Share your expertise across the EMEA SE team, mentoring colleagues, contributing to enablement and professional development, and maintaining an organized, current, and instructionally relevant demo environment and technical toolkit.
• Be a lifelong learner, developing your own and your team’s skills continuously, and stay informed on regional education trends, procurement policies, and digital transformation initiatives across EMEA.

Benefits:

• Join a passionate community of educators and the people working to support them.
• Access to a large course library, mentoring and coaching opportunities, and regular feedback.
• Community engagement (partnerships, volunteering, free learning resources, and ongoing outreach efforts).
• Office culture that values outcomes and impact above all.
• Equity and ownership programs give every employee a stake in our future.
• Ownership, recognition, and celebrations of shared success.
• Growth opportunities (we’re all about helping our people move into (and thrive in) new roles).

Qualifications:

• Technical understanding of education technology, web technology, systems integration, SaaS, student information systems, APIs, SSO, and cloud platforms.
• Applied understanding of teaching, instructional design, or education administration.
• Articulate and compelling presentation skills, with the ability to present to faculty, IT leaders, and executives, both virtually and face to face, in high‑stakes scenarios.
• Demonstrable experience responding to RFIs and RFPs, ideally within government, enterprise, or large‑scale education sectors.
• Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• 3-5 years of sales engineering, solution consulting, or technical pre‑sales experience in a SaaS environment.
• The confidence to voice a point of view, challenge assumptions constructively, and guide senior stakeholders through complex evaluation decisions.
• Self‑motivated, self‑reliant, collaborative, and communicative.
• Willing to travel up to 30% across EMEA.
• Prior experience with Canvas or another enterprise‑scale LMS, including SIS integration, SSO, or API‑based workflows.
• Additional European languages (German, French, Spanish, Italian, Dutch) are a plus.
• Familiarity with European or Gulf education market dynamics, procurement processes, and accreditation or quality frameworks.