Partner Manager ( Global Trade Compliance

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.

We’re growing fast and invite you to join our amazing team.

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.

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

• 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.

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.

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