Description
The Mission
To serve as the primary architect of value for Descartes’ most complex enterprise customers. The Mission of this role is to bridge the gap between sophisticated global trade challenges and our technical solutions, ultimately accelerating deal velocity and ensuring that every enterprise engagement results in a clear, measurable ROI for the client.
Key Outcomes
Within the first 12 months, successful candidates will achieve the following measurable results:
- Win Rate: Partner with the North American sales team to consistently improve win rates across qualified enterprise opportunities.
- Customer Retention: Partner with the Customer Success team working with our customers to ensure they are getting the most value from the solution
- Revenue Growth: Support the achievement of Annual Recurring Revenue (ARR) targets through strong technical validation and solution design for both new and existing customers.
- Discovery Mastery: Lead deep-dive discovery sessions that uncover current-state processes and challenges, resulting in a documented Business Value Map for each prospect.
- Sales Cycle Efficiency: Reduce the length of the technical validation phase through detailed discovery, value-driven demos, compelling presentations, and streamlined RFP responses.
- Stakeholder Influence: Secure technical win sign-off from C-level and Senior VP stakeholders.
- Innovation & Collaboration: Partner with Sales, Marketing, Product, Customer Success, Professional Services, and prospects to drive product, process, and go-to-market innovation.
Requirements
Competencies
Beyond our core organizational values (TEAM), the successful candidate will demonstrate the following competencies to deliver results:
- Strategic Perspective: Ability to see the big picture of a client’s global supply chain and identify high-level risks and opportunities beyond individual software features.
- Efficiency: Consistently produce high-quality outputs such as RFPs, demos, and solution models while effectively managing a complex, multi-deal pipeline.
- Analytical Skills: Structure and analyze qualitative and quantitative data to draw clear, insight-driven conclusions with a probing, consultative mindset.
- Persuasion: Influence and align skeptical technical and executive stakeholders toward a clear technical and business direction.
- Proactivity: Take initiative without being directed, bringing forward new ideas that help Sales and Product teams stay ahead of competitive threats.
Required Experience & Background
- 5–7 years of experience as a Solutions Consultant, Sales Engineer, or Implementation Engineer.
- Subject Matter Expertise: Deep, encyclopedic knowledge of Global Trade Compliance, including import/export, FTZs, FTAs, and restricted party screening.
- Proven success supporting enterprise sales cycles with senior technical and business stakeholders.
Why Join Descartes?
Work with Impact: Your work ensures the smooth flow of global trade in an increasingly complex world.
Flexibility: 100% remote-first culture within Canada.
Growth: Access to a dedicated L&D stipend and a clear path for career mobility in a scaling global leader.
Location and Compensation: This remote opportunity is open to applicants authorized to work in Canada or the United State. The base salary ranges from $100,000 to $120,000 CAD, plus plus bonus 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.
