VP, Partner Solutions & Services

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.

Your Mission

We're looking for an entrepreneurial Vice President of Partnerships to lead and scale our global partner ecosystem. Descartes is a ~$10B business that is early in the partner journey. You’ll be a key member of the leadership team as this role presents a unique opportunity to build upon a strong foundation to make a material, strategic impact on the organization.

If you're a metrics-driven leader that believes that the north star for a partner organization is bookings contribution, and you love building something that leaves a lasting impact—read on.

What’s In It For You

• You’ll have a high degree of independence to take initiative and drive change working in a trusted, collaborative partnership with the Chief Commercial Officer. In a culture where the best idea wins, your ability to think independently and implement bold strategies will be valued and supported.
• A chance to make your mark. This is a unique opportunity to join the leadership of a market leading global supply chain & logistics organization that is early in the partnership journey.
• Limitless growth opportunity. You will have the chance to grow the channel, build your skills, and pursue your aspirations. You will develop / mentor a team, be mentored, and gain exposure across the organization.
  
  

Your priorities

• Drive inorganic growth: Descartes has a strong balance sheet, is acquisitive by nature, and there is currently a highly fragmented partner software vendor landscape ripe for consolidation.
• Work closely with the GMs of our 5 business units to drive partner strategy and execution (tech partnerships, SIs, resellers, co-marketing etc.)
• Close game-changing deals: from first conversation to signed agreement, lead negotiations, and structure win-win deals with technology partners, resellers, service providers, and more.
• Everything we do at Descartes is the result of brilliant, dedicated, and passionate innovators. You will support our guiding principle of putting people and teams first, empowering them with the skills and knowledge to do their best work. You will create and provide access to training and mentorship to continue to level up our team to world-class standards.
  
  

Who You Are - And What You Want

• You bring valuable experience from having done this before—lessons learned, challenges overcome, and a clear sense of how to make it work even better this time around.
• You have grit over grades, a depth of real-business-world experience, are metrics-driven, and possess a high degree of intellectual curiosity to learn the business. You have a genuine desire to get into the details, work beside the team, and make a difference. You thrive in an independent environment of a global scaling, matrixed organization with an entrepreneurial spirit.
• You want to take ownership of the business, applying proven insights and industry-leading best practices to take it to the next level. You have a proven, referenceable background of scaling partner revenue. You have a sales background, have helped innovate product, and have been through acquisitions. Domain knowledge is always secondary to talent in our view, but you ideally have had exposure to the supply chain & logistics market.
  
  

Compensation

• Base Salary Range: $150,000–$180,000 USD (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.
• Bonus Structure: Meaningful performance-based annual bonus
• Equity: Stock options/equity available
• Benefits: Comprehensive health and wellness benefits, time off, and more
  
  

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.

Through COVID-19, we implemented a virtual hiring process and continue to interview and onboard candidates by video using Microsoft TEAMS. We record interviews and use them strictly for quality assurance, training and general record keeping purposes. Should you have any questions about this process, please connect with our hiring team in advance of scheduled interviews. We value the safety of each member of our community because we know we're all in this together.

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.