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Title:  Account Executive

Location: 

US

About Descartes: 

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 22,000 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. 

 

Covid-19 and associated supply chain disruptions, the rise of eCommerce, and ever evolving customer expectations have converged to disrupt the logistics industry. Logistics Service Providers and Shippers are seeking out technology solutions to deal with these challenges. As an award-winning global supply chain technology leader, many clients have invested in solutions from Descartes. As a result, Descartes has continued to grow year over year, and we need your help to do it again! 
 
People describe you as enthusiastic, determined, persistent, and a champion of business development who thrives on the hunt.  You build value to displace the competition on something other than price. You’re a strong problem solver and excel at listening and asking the right questions. You successfully help your prospects develop a solution vision using your products as a centerpiece. You’re proud to show your activities and understand the importance of tracking your results. 
 A team player, you’re a goal-orientated, self-starter, who works effectively with little oversight, and enjoys a fast-pace environment.  You understand the value of business planning, are passionate about continuous improvement, and have the ability to learn quickly and think on your feet. You ideally have a transportation background with logistics software sales experience. You must have prior success selling SaaS solutions to mid-market businesses and a proven track record of winning by using a consultative sales approach. You must have a prior total income of $90,000+ and a need to demonstrate the ability to earn significantly more. 


Responsibilities:

  • Prospect, consult and sell Descartes transportation management, visibility and capacity solutions to new mid-market companies including both shippers and logistic service providers.
  • Supported by in-house training and support, you will become an expert in Descartes overall value proposition, products, and tools as well as competitive landscape.
  • Communicate Descartes vision and value proposition using value based selling techniques.
  • Conduct web product demonstrations encompassing both technical and nontechnical aspects of the product offering.
  • Manage a multi state territory; develop and execute strategic business plan for your assigned territory.
  • Communicate, present and influence key stakeholders at all levels of the organization, including Executive and C-Suite.

 

You will bring:

  • Minimum of three years experience selling logistics technology solutions. 
  • Experience selling transportation solutions such as, Blue Yonder, Oracle OTM, MercuryGate, McLeod, Project44, FourKites, and Parade is highly preferred. 
  • A hunter mentality with demonstrated success sourcing leads, qualifying opportunities, and closing deals.
  • Tenacious and extremely results driven. You want to be at the top of the leaderboard and hate losing. We are looking for quota killers, not quota achievers.
  • Demonstrated aptitude in acquiring/applying industry expertise successfully in sales cycles.
  • Innovative vision and foresight to anticipate and create new opportunities with prospects and customers.
  • Positive, collaborative mindset with a willingness to entertain multiples strategies and learn from past relevant experiences contributing to the overall growth of Descartes. 
  • Demonstrated success in business development, i.e., developing pipeline consistently.

 

Additional Profile Factors:

Demonstrated success in business development, i.e., developing pipeline consistently.
Demonstrated achievement of sales quota.
Promotions, e.g., BD to sales rep and or promoted to more advanced/ complex sales position.
Longevity, e.g., has not moved every 18 to 24 months.
Has participated in sales training programs.


Location: 
This is a remote home office-based position ideally located in the eastern and central region time zones in North America.

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 argument 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. 

 

Due to COVID-19, we've implemented a virtual hiring process and continue to interview candidates by phone or video (Microsoft TEAMS) and are on-boarding new hires remotely. 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. 

 

 


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