Territory Account Manager
Title: Territory Account Manager
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.
ShipTrack was acquired by The Descartes Systems Group in November 2020 after seeing exponential growth in the previous 3 years, and now, plays an integral role in the Last Mile/Courier solution set offered by Descartes. COVID-19 and the associated supply chain disruptions, the rise of eCommerce and ever-increasing customer expectations have all converged to significantly disrupt the courier market. With demand far outweighing the network’s capacity, both established companies and startups are turning to ShipTrack’s technology to help them manage this new reality. We help our customers plan their routes, sort their packages, manage their pick-up and delivery operations, and provide them with the data required to offer an unsurpassed customer experience.
As an award-winning global supply chain technology leader, Descartes has doubled in size in the last three years, and we need your help to do it again.
You have a proven track record of winning deals at all levels of an organization by using a consultative sales approach. You seek to understand your customer first to then build value to displace the competition on something other than price. You are 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 are proud to show your activities and understand the importance of tracking your performance. You are never shy about asking for a prospect’s business, you’ve earned it. As a team player, you are goal-oriented, a self-starter, work effectively with little oversight, and enjoy a fast-paced 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 data or software sales experience. You have a desire to make a six-figure income and possess the drive to earn significantly more year over year.
• Lead business development activities to create demand and awareness of product portfolio through prospecting target accounts and current clients
• Build and maintain a strong sales pipeline by engaging, managing, and developing contacts within the director through C-level ranks of companies with fleet and transportation operations
• Achieve sales targets as set by company
• Stay up with the latest marketing strategy on product updates
• Work with pre-sales and solution team members to understand prospects’ requirements, qualify, and develop the right solution fit.
• Responsible for revenue within a defined region or vertical market.
• Mining of existing accounts for additional opportunities within those account
• Experience in courier supply chain / logistics, transportation, and related industries
• Experience in consultative sales at an executive level.
• Excellent communication and presentation skills required.
• Sales Executive preferably with experience selling some type of enabling technology or consulting expertise into the Transportation or Logistics Industry.
• Operational experience an asset.
This is a remote opportunity, open to citizens or permanent residents of Canada or the 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 email@example.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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