Senior Solutions Consultant

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

We’re growing fast and invite you to join our amazing team.

The Mission
To serve as the primary architect of value for Descartes’ most complex enterprise customers. The Mission of this role is to bridge the gap between sophisticated global trade challenges and our technical solutions, ultimately accelerating deal velocity and ensuring that every enterprise engagement results in a clear, measurable ROI for the client.

Key Outcomes
Within the first 12 months, successful candidates will achieve the following measurable results:

• Win Rate: Partner with the North American sales team to consistently improve win rates across qualified enterprise opportunities.
• Revenue Growth: Support the achievement of Annual Recurring Revenue (ARR) targets through strong technical validation and solution design.
• Discovery Mastery: Lead deep-dive discovery sessions that uncover current-state processes and challenges, resulting in a documented Business Value Map for each prospect.
• Sales Cycle Efficiency: Reduce the length of the technical validation phase through detailed discovery, value-driven demos, compelling presentations, and streamlined RFP responses.
• Stakeholder Influence: Secure technical win sign-off from C-level and Senior VP stakeholders.
• Innovation & Collaboration: Partner with Sales, Marketing, Product, Professional Services, and prospects to drive product, process, and go-to-market innovation.

Competencies
Beyond our core organizational values (TEAM), the successful candidate will demonstrate the following competencies to deliver results:

• Strategic Perspective: Ability to see the big picture of a client’s global supply chain and identify high-level risks and opportunities beyond individual software features.
• Efficiency: Consistently produce high-quality outputs such as RFPs, demos, and solution models while effectively managing a complex, multi-deal pipeline.
• Analytical Skills: Structure and analyze qualitative and quantitative data to draw clear, insight-driven conclusions with a probing, consultative mindset.
• Persuasion: Influence and align skeptical technical and executive stakeholders toward a clear technical and business direction.
• Proactivity: Take initiative without being directed, bringing forward new ideas that help Sales and Product teams stay ahead of competitive threats.
• Subject Matter Expertise: Deep, encyclopedic knowledge of Global Trade Compliance, including import/export, FTZs, FTAs, and restricted party screening.

Required Experience & Background

• 5–7 years of experience as a Solutions Consultant, Sales Engineer, or Implementation Engineer.
• Hands-on experience implementing Global Trade Compliance, Supply Chain, or EDI software in complex enterprise environments.
• Proven success supporting enterprise sales cycles with senior technical and business stakeholders.

Why Join Descartes?

• Work with Impact: Your work ensures the smooth flow of global…