Strategic Account Director - Dealer Solutions

**Strategic Account Director, Dealer Solutions - Marketing** **Location:** \[Varies\] **Department:** Dealer Solutions Account Management **Reports to:** Area Director, Dealer Solutions, Sales and Account Management **Partners with:** Performance Managers / Product SMEs, Professional Services, Customer Success, Support **Employment Type:** Full-Time **Role Overview** 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. **Key Responsibilities** **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. **Qualifications** **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 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 **Travel** 60–75%, based on Customer engagement needs **EQUAL OPPORTUNITY EMPLOYER** _The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws._