Partner Manager ( Global Trade Compliance)

Sales Partnerships Manager – Global Trade Intelligence

Mission: 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 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.

Skills & Competencies

• 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: Communication, Excellence, Accountability, Curiosity, Coachability, Transparency, Quality, Metrics, Innovation, Problem Solving, Transparency, Trust, Empathy, and Respect.

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.

Salary Range

$100,000 to $110,000 USD plus sales variable Commission.

Location

This is a remote opportunity, open to applicants authorized to work in Canada or the United States.