Senior Solutions Consultant( FTZ, FTA Specialist)

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.

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.

Competencies

Beyond our core organizational values (TEAM), the successful candidate will demonstrate the following competencies to deliver results :

Required Experience & Background

Why Join Descartes?

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.

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.