Senior Director of Channel Sales/Virtual US

Who We Are

Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. In addition, we provide products and services to protect life’s other most important assets: our homes and digital identities. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation.  For more information, please visit solera.com.

The Role

As the Senior Director of Channel Sales, you will be the primary architect and leader of Solera’s indirect revenue strategy. This high-impact role requires a seasoned leader to oversee two distinct channel teams. 

Your primary mission is to aggressively grow our existing book of business by capturing greater market share from our current Value-Added Resellers (VARs) while simultaneously identifying and onboarding new strategic partners. You will serve as a key executive by negotiating complex contracts and collaborating across internal teams to reinforce the value of Solera's Fleet solutions 

What You’ll Do

• Strategic Leadership: Direct and oversee Solera’s channel sales policies, objectives, and growth initiatives across two specialized channel teams. 
• Team Management: Provide executive mentorship and performance management for a team of 2 Directors and 9 Sellers, fostering a culture of accountability and high-velocity sales.
• Channel Growth: Develop and execute "land and expand" strategies to gain increased market share from existing VARs and channel partners. 
• Partner Recruitment: Lead the identification, recruitment, and onboarding of new high-potential channel partners to diversify Solera’s reach in the transportation and logistics sectors. 
• Executive Negotiation: Collaborate with Contracts, Finance, and Pricing teams to lead negotiations for high-value new business opportunities and complex renewals (p. 2). 
• Operational Excellence: Utilize Salesforce to manage rigorous sales processes, accurate forecasting, and data-driven performance reviews. 
• Cross-Functional Collaboration: Align with product, marketing, and customer experience leadership to ensure channel messaging and product roadmaps meet the needs of the evolving market. 

What You’ll Bring

• Experience: 10+ years of progressive sales leadership experience, with at least 5 years specifically in channel sales or partner management at a senior level. 
• Proven Leadership: Experience managing a multi-tiered sales organization (managing through subordinate managers) is required. 
• Market Expertise: Deep familiarity with the transportation, logistics, or fleet management software industries (e.g., Omnitracs or similar telematics). 
• Strategic Negotiation: Demonstrated success in negotiating large-scale, complex contracts with national or global channel partners. 
• Value-Based Selling: Mastery of Challenger-based or other value-based sales methodologies (p. 1). 
• Education: Bachelor’s degree in Business Administration, Marketing, or a related field (MBA preferred) (p