[Hiring] Senior Director of Channel Sales @Solera

Role Description

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.
• 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.

Qualifications

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

Requirements

It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time. Therefore, the above job description is not comprehensive or exhaustive.

The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.

EQUAL OPPORTUNITY EMPLOYER

SOLERA HOLDINGS, INC., AND ITS US SUBSIDIARIES (TOGETHER, SOLERA) IS AN EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER. THE FIRM'S POLICY IS NOT TO DISCRIMINATE AGAINST ANY APPLICANT OR EMPLOYEE BASED ON RACE, COLOR, RELIGION, NATIONAL ORIGIN, GENDER, AGE, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL STATUS, MENTAL OR PHYSICAL DISABILITY, AND GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY APPLICABLE LAW. THE FIRM ALSO PROHIBITS HARASSMENT OF APPLICANTS OR EMPLOYEES BASED ON ANY OF THESE PROTECTED CATEGORIES.