Sales Partnership Representative Job Details | The Descartes

Descartes Systems Group is a leading logistics and supply chain technology company that provides innovative solutions for efficient and secure supply chains. The Sales Partnership Representative role focuses on building and scaling a revenue-generating partnerships engine to drive qualified pipelines and closed-won business across North America.

Responsibilities:

• Deliver 10–15 high-quality partner-sourced qualified opportunities per month
• Achieve 50%+ conversion rate on partner-sourced opportunities to closed-won revenue
• Build and activate a portfolio of high-performing partners aligned to ICP across integrations, agencies, platforms, and carriers
• Establish a repeatable co-selling motion with Sales, progressing partner deals to close within ≤30 days
• Reach full productivity within 4 months across ICP, product suite, and GTM execution
• Execute partner-led events and campaigns that consistently generate measurable, qualified pipeline
• Maintain accurate tracking of sourced pipeline, conversion rates, and revenue contribution tied to partner activity

Requirements:

• Demonstrated ability to generate pipeline and influence closed-won revenue through partner channels
• Understands ICP overlap, partner incentives, and how to structure mutually beneficial GTM motions (referral, co-sell, reseller, rev-share)
• Skilled at uncovering real customer problems and aligning partner + product value to business outcomes
• Ability to quickly learn and confidently position eCommerce solutions (Sellercloud, Finale) within partner ecosystems
• Operates with rigor around activity, pipeline quality, conversion metrics, and follow-through
• Works effectively with Sales, Marketing, and Product to align messaging, enable partners, and close deals
• Experience or strong learning agility within eCommerce (platforms, ERPs, agencies, logistics, marketplaces)
• Ability to plan and execute partner-led events that generate tangible pipeline outcomes
• Comfortable building and scaling a partner motion in a high-growth, performance-driven environment
• Actively seeks feedback and continuously improves execution
• Able to quickly understand complex systems, connect ideas, and make sound judgments
• Actively seeks to understand customer problems, emerging technologies, and better ways of working
• Open to feedback, willing to adapt, and continuously improving through learning