Partner Manager ( Global Trade Compliance) (US)

Descartes Unites the People and Technology that Move the World

The need for efficient, secure, and agile supply chains and logistics operations has become ever more critical and complex.  By combining innovative technology, powerful trade intelligence and the reach of our network, Descartes helps get goods, information, transportation assets, and people where they’re needed, when they’re needed. 

We’re one of the most broadly deployed logistics and supply chain technology companies in the world. More than 26,000 customers around the globe use our cloud-based solutions to transform the way they move inventory and information to enhance productivity, better serve customers, thrive competitively, keep pace with evolving regulations, and respond to rapidly changing market conditions. Descartes is publicly traded (Nasdaq:DSGX, TSX:DSG) with headquarters in Waterloo, Ontario, Canada, and offices and partners around the world. With record financial performance for more than 16 years, we lead the industry in innovation investment. Every day, logistics service providers, manufacturers, retailers, distributors, and other logistics-intensive businesses of all sizes rely on our scale, stability, and comprehensive solution footprint to move what’s most important to them. Learn more at www.descartes.com. 
 
We’re growing fast and invite you to join our amazing team. 

Sales Partnerships Manager – Global Trade Intelligence

 

Mission — Why the Job Exists

This role exists to build a high-impact, revenue-generating partner ecosystem that directly drives pipeline and closed business within Descartes’ Global Trade solutions. You will turn partnerships into a predictable, scalable growth engine—activating the right partners, aligning them to real customer problems, and converting collaboration into measurable revenue outcomes.

 

 

Outcomes — What Success Looks Like

1. Deliver $3M in partner-sourced closed revenue within the first 12 months, owning pipeline creation and conversion through partners.
2. Generate 40–50 high-quality partner-sourced opportunities per quarter, consistently aligned to ICP and sales priorities.
3. Achieve 50%+ conversion rate on partner-sourced opportunities through disciplined qualification and co-sell execution.
4. Build and activate a high-performing partner portfolio (ISVs, systems integrators, platforms) with clear revenue contribution.
5. Establish a repeatable co-selling motion with Sales, resulting in consistent partner-influenced deal flow and shared ownership.
6. Reach full productivity within 9 months, demonstrating rapid understanding of product, market, and partner ecosystem.
7. Execute partner-led pipeline programs and events that produce measurable, attributable pipeline and engagement.

 

 

Skills & Competencies — How the Work Gets Done

• Revenue Ownership Mindset: Proven ability to generate pipeline and contribute to closed-won business—not just managing relationships.
• Partner GTM Strategy: Experience identifying ICP-aligned partners and executing structured engagement models (referral, co-sell, reseller, rev-share).
• Commercial Discovery: Strong ability to uncover real customer pain points and align partner + product value to business outcomes.
• Pipeline Discipline: Tracks and manages pipeline rigorously, focusing on quality, conversion rates, and revenue impact.
• Cross-Functional Execution: Works seamlessly with Sales, Marketing, and Product to align messaging, enable partners, and close deals.
• Ecosystem Thinking: Understands how to navigate and build relationships across global trade, ERP, CRM, and eCommerce ecosystems.
• Execution Speed: Demonstrates rapid ramp, learning products, use cases, and customer narratives quickly.
• Entrepreneurial Approach: Comfortable building partner motions from the ground up in a high-growth environment.

 

Culture Add: Team Values
We value team members who communicate with transparency, sharing information openly and building trust across functions. You bring excellence and expertise to your craft, holding a high bar for quality while continuously improving your skills. You demonstrate accountability by owning outcomes, following through on commitments, and taking responsibility for results. You are driven by metrics, using data and experimentation to inform decisions and deliver measurable impact.

 

Aptitudes
• Smart: Able to quickly understand complex systems, connect ideas, and make sound judgments.
• Curious: Actively seeks to understand customer problems, emerging technologies, and better ways of working.
• Coachable: Open to feedback, willing to adapt, and continuously improving through learning.

 

What’s in It for You

• Direct Revenue Impact: This is a true ownership role where your work directly translates into pipeline, bookings, and business growth—not indirect influence.
• High Visibility: You’ll operate at the intersection of Sales, Marketing, and Product, with exposure to senior leadership and strategic initiatives.
• Build Something Scalable: Opportunity to design and scale a repeatable partner GTM motion in a high-growth market.
• Career Growth: Expand scope into broader ecosystem leadership, global partnerships strategy, or revenue leadership roles as impact grows.
• Dynamic Work Environment: Fast-paced, collaborative, and performance-driven, with autonomy to test, learn, and iterate quickly.
• Tools & Resources: Access to a strong product suite, established market presence, and cross-functional support to accelerate execution.
• Compensation:
  
  • Performance-based OTE with monthly lead generation incentives and quarterly commission tied to closed-won deals
  • Significant upside based on pipeline quality and revenue contribution

 

Salary Range: $100,000 to $110,000 USD plus sales variable Commission. Compensation information provided is a good faith estimate for this position only. Factors that may be used to determine your actual salary may include your specific skills as well as the years of experience you have. Similar positions located in different geographic regions will not necessarily receive the same compensation.

 

Location: This is a remote opportunity, open to applicants authorized to work in Canada or the United States.  We are a global organization using English as a primary language, job descriptions and communication available in the local languages where required.  #remote #LI- Remote

 

 

Join Us

As we scale, we’re looking for new doers, collaborators and innovators to join Descartes in uniting the people and technology that move the world as the Global Leader in Logistics and Supply Chain Technology. We’re entrepreneurial, hardworking, geeky-in-a-good way problem solvers. Guided by our values, we nurture a TEAM focused culture that invests in people and creates opportunities for advancement across a broad spectrum of career paths. We prioritize work-life balance and foster an environment with the space to take ownership, to be heard, and to carve a path for your individual accomplishments to help drive our success.  

Descartes also has a deep sense of environmental responsibility. Learn more about how we helped our customers save over 552,000 metric tons of CO2 in 2020 by reducing fuel and paper consumption: https://www.descartes.com/who-we-are/social-responsibility-sustainability/environmental-impact.  Join a team that’s committed to working with customers to conserve resources and enhance sustainability. 

At Descartes, everyone has a voice and the best idea wins, regardless of who makes it. We offer competitive compensation, great benefits, remote and flexible work hours, and the opportunity to join a company on an awesome mission with a great existing team and trajectory. If you feel you have 70% of the qualifications we are looking for, and Descartes sounds like the team and the mission you want to be part of, apply now. We can't promise it will be a fit, but we do promise to consider your experience. 

We conduct a mix of in-person and virtual interviews. Virtual interviews are held via Microsoft Teams and are recorded and transcribed. We may utilize AI tools to support our hiring team in notetaking, summarization, and internal training. AI tools are not used in our recruitment process for decision-making purposes. Recordings, transcripts, and notes are used for recruitment, including improvement of our process, and record-keeping purposes. Should you have any questions or concerns about our process, please connect with our hiring team in advance of scheduled interviews. 

We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state, or local law. For more information about our commitment to equal employment opportunity, please review our EEO is the Law, Pay Transparency Nondiscrimination Statement, EEO/AA Statement. Descartes participates in the E-Verify program. Please click below to learn more about the E-Verify program. Notice of E-Verify Participation Right to Work (English and Spanish). 
Descartes is committed to working with and providing reasonable accommodations to job applicants with disabilities. Applicants in North America with a disability who require a reasonable accommodation for any part of the application or hiring process can email us at hrna@descartes.com. Provide your name and contact information along with the accommodation needed to assist you with the application process. Your request will be responded to as soon as possible. Reasonable accommodations will be determined on a case-by-case basis. 

Provides cloud-based logistics and supply chain management software.