Strategic Account Manager, Dealer Solutions/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
The Strategic Account Manager, Solera Dealer Solutions is the senior relationship and growth owner for a defined portfolio of high-value, strategic automotive dealer rooftops and dealer groups. This role is accountable for retention, renewal execution, and expansion of existing business, with a strong emphasis on upsell growth, multi-solution adoption, and long-term partner alignment. This position has no responsibility for new logo acquisition.
The Strategic Account Manager serves as a trusted advisor to dealer executive leadership, aligning Solera’s DMS, CRM, Service, and Marketing solutions to dealership-level business objectives. Working closely with Solution Performance Managers (SPMs), Product SMEs, and Professional Services, the role ensures customers realize measurable ROI, increased operational efficiency, and expanded value from their Solera investment over time.
What You'll Do
Strategic Relationship & Account Ownership
Own executive-level relationships across assigned strategic accounts, including Dealer Principals, General Managers, Fixed Ops Directors, BDC Leaders, and OEM field representatives.
Position Solera as a long-term strategic partner by aligning solutions to dealership growth, profitability, and operational priorities.
Lead structured, value-based executive business reviews focused on performance outcomes, roadmap alignment, and future growth opportunities.
Retention, Renewal & Revenue Expansion
Own renewal strategy, negotiation, and execution for assigned strategic accounts, ensuring high retention and contract continuity.
Proactively identify renewal risk, develop mitigation strategies, and mobilize cross-functional resources to protect revenue.
Drive upsell and expansion revenue by identifying whitespace opportunities, multi-solution adoption paths, and incremental module growth.
Articulate clear ROI and value stories that justify continued investment and expanded solution adoption.
Strategic Account Planning
Develop and maintain annual and quarterly strategic account plans that include:
Dealer-level business goals across fixed ops, variable ops, and marketing
Current solution footprint and adoption maturity
Expansion targets and revenue growth opportunities
Risk indicators, renewal timelines, and mitigation strategies
Use account plans as a living document to guide engagement strategy and prioritize revenue-generating initiatives.
Portfolio Expansion Focus
Drive growth across Solera’s solution portfolio, including:
DMS: Service, parts, accounting, and inventory workflows
CRM: Lead management, showroom effectiveness, and BDC optimization
Service: Service Suite check-in, scheduling, inspections, and technician productivity
Marketing: Campaign execution, retention, reputation management, and equity mining through Sales Journey
Partner with Product SMEs to position additional capabilities based on dealership performance gaps and growth objectives.
Product Adoption & Performance Enablement
Collaborate with Solution Performance Managers and Product SMEs to ensure deep adoption across strategic accounts.
Align performance engagements to dealership outcomes such as:
Increased service lane throughput
Improved lead response time and conversion rates
Reduced no-shows through scheduling optimization
Higher marketing ROI and customer retention
Translate usage and performance insights into actionable upsell and optimization recommendations.
Customer Health & Risk Management
Monitor product utilization, customer satisfaction metrics (NPS/CSAT), support trends, and operational KPIs.
Identify early indicators of churn or dissatisfaction and lead corrective action plans.
Manage complex escalations by coordinating cross-functional resolution efforts.
Cross-Functional Leadership
Act as the quarterback across Customer Success, Professional Services, Product, Support, and Marketing teams.
Provide strategic field insight on competitive threats, dealer needs, adoption barriers, and product enhancement opportunities.
Partner with Marketing on targeted communications, executive events, and strategic account initiatives.
Travel
60–75% depending on territory size, dealer visits requirements.
What You’ll Bring
Required
3–6+ years of experience in automotive SaaS, dealership technology, or automotive retail operations.
Demonstrated success managing strategic or enterprise-level accounts with retention and expansion responsibility.
Strong understanding of dealership operations across fixed ops, variable ops, CRM, and marketing.
Proven ability to drive upsell revenue and multi-solution adoption within an existing customer base.
Strong executive communication, negotiation, and presentation skills.
Data-driven approach to identifying growth opportunities and customer risk.
Preferred
Experience with automotive DMS, CRM, service scheduling/inspection tools, and marketing platforms.
Prior dealership leadership experience (BDC, service lane, sales management, or digital marketing).
Familiarity with OEM standards, compliance requirements, and certification programs.
Experience using structured account planning frameworks and customer health models.
Success Metrics
Strategic account renewal and retention rate
Net Dollar Retention (NDR) and upsell / expansion revenue growth
Multi-solution adoption and utilization across portfolio
Customer satisfaction improvements and reduced escalations
Quality, accuracy, and execution of strategic account plans
Effectiveness of cross-functional collaboration
Core Competencies
Strategic Customer Leadership – Trusted advisor at the executive level
Revenue Growth Mindset – Retention and expansion focused
Business Acumen – Deep understanding of dealer performance drivers
Account Strategy & Planning – Disciplined, outcome-oriented
Influence & Communication – Confident, credible, and consultative
Cross-Functional Collaboration – Leads without authority
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.