Role Description This role exists to build a high-impact, revenue-generating partner ecosystem that directly drives pipeline and closed business within Descartes’ Global Trade solutions. You will turn partnerships into a predictable, scalable growth engine—activating the right partners, aligning them to real customer problems, and converting collaboration into measurable revenue outcomes. Outcomes - Deliver $3M in partner-sourced closed revenue within the first 12 months, owning pipeline creation and conversion through partners. - Generate 40–50 high-quality partner-sourced opportunities per quarter, consistently aligned to ICP and sales priorities. - Achieve 50%+ conversion rate on partner-sourced opportunities through disciplined qualification and co-sell execution. - Build and activate a high-performing partner portfolio (ISVs, systems integrators, platforms) with clear revenue contribution. - Establish a repeatable co-selling motion with Sales, resulting in consistent partner-influenced deal flow and shared ownership. - Reach full productivity within 9 months, demonstrating rapid understanding of product, market, and partner ecosystem. - Execute partner-led pipeline programs and events that produce measurable, attributable pipeline and engagement. Skills & Competencies - Revenue Ownership Mindset: Proven ability to generate pipeline and contribute to closed-won business—not just managing relationships. - Partner GTM Strategy: Experience identifying ICP-aligned partners and executing structured engagement models (referral, co-sell, reseller, rev-share). - Commercial Discovery: Strong ability to uncover real customer pain points and align partner + product value to business outcomes. - Pipeline Discipline: Tracks and manages pipeline rigorously, focusing on quality, conversion rates, and revenue impact. - Cross-Functional Execution: Works seamlessly with Sales, Marketing, and Product to align messaging, enable partners, and close deals. - Ecosystem Thinking: Understands how to navigate and build relationships across global trade, ERP, CRM, and eCommerce ecosystems. - Execution Speed: Demonstrates rapid ramp, learning products, use cases, and customer narratives quickly. - Entrepreneurial Approach: Comfortable building partner motions from the ground up in a high-growth environment. Culture Add: Team Values - We value team members who communicate with transparency, sharing information openly and building trust across functions. - You bring excellence and expertise to your craft, holding a high bar for quality while continuously improving your skills. - You demonstrate accountability by owning outcomes, following through on commitments, and taking responsibility for results. - You are driven by metrics, using data and experimentation to inform decisions and deliver measurable impact. Aptitudes - Smart: Able to quickly understand complex systems, connect ideas, and make sound judgments. - Curious: Actively seeks to understand customer problems, emerging technologies, and better ways of working. - Coachable: Open to feedback, willing to adapt, and continuously improving through learning. What’s in It for You - Direct Revenue Impact: This is a true ownership role where your work directly translates into pipeline, bookings, and business growth—not indirect influence. - High Visibility: You’ll operate at the intersection of Sales, Marketing, and Product, with exposure to senior leadership and strategic initiatives. - Build Something Scalable: Opportunity to design and scale a repeatable partner GTM motion in a high-growth market. - Career Growth: Expand scope into broader ecosystem leadership, global partnerships strategy, or revenue leadership roles as impact grows. - Dynamic Work Environment: Fast-paced, collaborative, and performance-driven, with autonomy to test, learn, and iterate quickly. - Tools & Resources: Access to a strong product suite, established market presence, and cross-functional support to accelerate execution. Salary Range $100,000 to $110,000 USD plus sales variable Commission. 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. Location This is a remote opportunity, open to applicants authorized to work in Canada or the United States. We are a global organization using English as a primary language, job descriptions and communication available in the local languages where required. 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.

• Supports compliance with federal and state regulations by monitoring proceedings, complaint pleadings, and regulatory developments • Review certification applications and filings required for operations • Act as a liaison to regulatory agencies, such as the FCC, by responding to inquiries and facilitating communication • Plan and implement regulatory strategies for new products to help secure governmental approval • Conduct research on regulatory trends and compile information to identify potential impacts on the company’s operations • Support processes related to documentation and reporting, analysis, witness and testimony management, regulatory strategy, public policy and advocacy, and/or stakeholder communication

Role Description This position is responsible for understanding and addressing the clinical needs of customers within an assigned territory. The Clinical Specialists partner with Territory Managers to demonstrate Fujifilm Sonosite products and ensure ongoing positive customer experience. After the sale, this role owns client relationships and works to encourage customer adoption and use of Fujifilm Sonosite products. Note: This position is open to candidates who currently reside in the Greater Toronto area Western side as this would be a central location relative to the territory's business. Qualifications - 2 year degree from an accredited ultrasound teaching institution - RDMS in Abdomen/OB GYN - RDCS or RDCS eligible, RVT or RVT eligible desired - Must have at least (3) three years’ experience in diagnostic - Experience in dealing with numerous requirements and performing detailed prioritization is required Requirements - Excellent verbal and written communication skills - Ability to develop and maintain positive customer relationships with all accounts - Effectively and appropriately displays professional skills necessary to manage interpersonal relationships with team members, colleagues - Ability to adapt to changing priorities and workloads - Works in a well-organized manner and consistently meets customer and FUJIFILM Sonosite time requirements - Ability to travel 35% or more of the time - Ability to lift up to 50 pounds with or without accommodations - Self-motivated with the ability to work under minimal supervision in an environment that requires strong teamwork and cross-functional interaction - Represents FUJIFILM Sonosite in a highly professional manner Benefits - The annual base salary for this position is $100,000-$105,000. The exact salary offered will be based on the candidate's qualification and experience relative to the requirements of the role. - This role is eligible for a performance-based bonus in accordance with the FY2026 Sales Incentive Plan. - We offer a comprehensive benefits package that includes healthcare coverage, pension plan, paid time off, and other employee wellness programs designed to support your overall well-being. - This is a fully remote position requiring regular travel and a standard workweek of 40.0 hours, with occasional overtime as needed.

• Lead the internal contractor business system risk and self-assessment processes • Provide guidance on DFAR business system requirements and other government accounting and compliance topics to all supported organizations • Review, research, and analyze issues raised by government auditors and supports the preparation of formal written responses to various government agencies • Support internal and external contractor business system audits • Represent Government Compliance on cross-functional business system teams • Preparation & presentation of contractor business system status and key matters to senior leadership • Lead/support ad hoc requests and special projects regarding Compliance issues • Problem solve, develop, and implement innovative and creative solutions to issues and situations that exist in a complex and changing environment • Limited travel may be required, as determined by audits or business needs • Ability to obtain US Government security clearance