Channel Development Director

Remote /
Business Development & Sales /
The Company:

Descartes Labs is the first company to offer a geospatial data refinery that combines a highly scalable processing and modeling platform with a multi-petabyte library of public and private data for building predictive models. Our talented team of scientists are recognized leaders in the field, helping enterprise customers create competitive advantage through scientifically validated analytics. We serve hundreds of global companies, governments, and impact organizations around the world - across industries that include agriculture, mining and metals, oil and gas, shipping and logistics, power and renewables, insurance, and more. Customers rely on the Descartes Labs Platform to quickly and securely scale computer vision, statistical, and machine learning models to inform business decisions with powerful raster-based analytics.

Diverse problems require a diverse group of individuals and mindsets which is why we strive to build an inclusive culture and community. We strive to empower our teams to tackle the world’s largest problems for good and for profit. Join us at Descartes Labs where we’re helping people see the world in a different way.

We’re headquartered in Santa Fe, New Mexico and have offices in New York, San Francisco, Washington D.C., Minneapolis, and Denver.

The Role:

The Channel Development Director position will report into the CRO as an individual contributor, to start. This role offers the opportunity to help build and lead the Sales organization around an incredible new product that is breaking ground in the analytics market with an unmatched capability. You will work in concert with the executive team to implement Descartes Labs go-to-market strategy while you build business and expand the current customer base. You will coordinate with other departments such as Product, Marketing, and Engineering to produce and refine compelling sales strategies.

Your Impact:

    • Execute on the channel strategy and operationalize the business plan, including building a channel team and squads as we sign channel partners
    • As a thought leader, lead and mentor junior sales staff including Account Executives, as you build the team over time
    • Accelerate and help shape the rapid growth of an industry pioneer
    • Develop the strategic plan for vertical-driven channel partners and attract and recruit target partners to the program
    • Drive the day to day relationships with channel partners
    • Lead partner monetization, customer pipeline, deal structuring, and GTM execution
    • Align partner and Descartes Labs’ roadmaps to ensure strategic goals are met
    • Challenge - collaboratively - the thinking of peers, direct reports, and the executive team
    • Develop go-to-market plans for all signed channel partners that you manage, based on Descartes Labs’ best practices including printed materials, sales decks, other collateral, case studies, pipeline sharing, and sales incentive programs
    • Create and maintain organizational charts for channel partners
    • Establish best practice joint selling processes with executive sponsorship to accelerate sales
    • You will establish regular cadence to interact with channel sales either through email updates, calls, sales meetings, and client focus events like webinars or annual conferences
    • Actively maintain a sales pipeline with documented activity in accordance with Descartes Labs’ processes and methodologies using HubSpot
    • Efficiently manage time to focus on activities that grow revenue in assigned channel partners, leveraging online tools and onsite visits to train large audiences
    • Facilitate communication and provide competitive intelligence to marketing and product marketing teams
    • Building a rapport with individual client contacts and long-term relationships through regular communication and meeting or exceeding channel partner expectations for future sales
    • Travel and attend relevant trade shows, events, and channel partner meetings and drive ROI through new opportunities with partners (50% anticipated)
    • Help to foster a healthy and collaborative environment

What You Bring:

    • 10+ years experience in direct sales, channel management and/or sales team leader role, preferable in the Data Science/Analytics space
    • Hands-on experience building go-to-market partnerships from inception to revenue
    • Expert in Software as a Service sales processes and metrics
    • Familiarity with software development tools
    • Experience structuring, negotiating, and closing complex agreements
    • Strong experience working with the sales team and sales infrastructure of a start-up
    • Success working independently and as part of a team to target, develop, and close new business
    • Strong written, listening, communication, and presentation skills
    • Experience selling and partnering at the CXO level
    • United States citizen or authorized to work in the United States

Who You Are:

    • Creative: You constantly invent and try new approaches to solving problems that have often never been applied to such context before
    • A Leader: You lead by example, teaching junior team members the best practices for winning business and building relationships
    • Opportunistic: You don’t give up on an opportunity and can handle obstacles well
    • Proactive: You move ahead into the market and develop opportunities where none may have existed previously
    • Reliable: You don’t require intense oversight; you are independent and can be counted on to execute the sales strategy

Our Interview Process:

    • Qualified candidates will be invited to schedule a 30-minute screening call with one of our recruiters
    • Depending on the outcome of the screening call, candidates will be invited to schedule a 30-60 minute interview with our Sales Hiring Manager
    • After that, candidates will be invited to schedule an additional 30-60 minute interview with an additional member of our Sales team
    • Finally, candidates are invited to interview onsite in Santa Fe with ~5 members of the Sales team

Top Reasons To Work At Descartes Labs:

    • We pride collaboration over ownership, iteration over perfection, principles over rules, and discussion over directives
    • We’re using the world’s top technology to solve the world’s largest problems with a strong focus on sustainability, environment, and impact science
    • We look at Descartes Labs as a work environment where people are included, treat their colleagues with professional regard and respect, and thrive as a result
    • We’re a highly collaborative company that constantly promotes success through teamwork
    • We strongly encourage and enjoy a flexible work environment
    • Descartes Labs offers a generous compensation package including a competitive salary; choice of medical plan; dental, life, and disability insurance; a 401K plan; paid holidays and flexible paid time off
If your experience and interests match with some of the above, we want you to apply! Nobody is an expert on all or even any parts of our stack. When you join our team, you will deepen and widen your knowledge as you grow with us over the next few years.

Descartes Labs embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.