instructure - Senior Solutions Engineer

• Partner with Account Executives and Regional Directors to manage complex, multi-stakeholder opportunities from discovery through to close, and progress those opportunities through evaluation, shortlist, and proof-of-concept stages to support win rate and quota attainment across your supported cohort. • Develop and deliver tailored product demonstrations that are simple but engaging, across Higher Education, K12, further education, government, and corporate learning. • 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 organised, 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. • 3-5 years of sales engineering, solution consulting, or technical pre-sales experience in a SaaS environment. • Applied understanding of teaching, instructional design, or education administration. • Technical understanding of education technology, web technology, systems integration, SaaS, student information systems, APIs, SSO, and cloud platforms. • Demonstrable experience responding to RFIs and RFPs, ideally within government, enterprise, or large-scale education sectors. • 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. • The confidence to voice a point of view, challenge assumptions constructively, and guide senior stakeholders through complex evaluation decisions. • Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches. • Self-motivated, self-reliant, collaborative, and communicative. • Willing to travel up to 30% across EMEA.