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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 highvalue, 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, multisolution adoption, and longterm 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 dealershiplevel 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 executivelevel relationships across assigned strategic accounts, including Dealer Principals, General Managers, Fixed Ops Directors, BDC Leaders, and OEM field representatives.
• Position Solera as a longterm strategic partner by aligning solutions to dealership growth, profitability, and operational priorities.
• Lead structured, valuebased 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 crossfunctional resources to protect revenue.
• Drive upsell and expansion revenue by identifying whitespace opportunities, multisolution 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:
• Dealerlevel 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 revenuegenerating 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 checkin, 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 noshows 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 crossfunctional resolution efforts.
• CrossFunctional 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 enterpriselevel 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 multisolution adoption within an existing customer base.
• Strong executive communication, negotiation, and presentation skills.
• Datadriven 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
• Multisolution adoption and utilization across portfolio
• Customer satisfaction improvements and reduced escalations
• Quality, accuracy, and execution of strategic account plans
• Effectiveness of crossfunctional 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, outcomeoriented
• Influence & Communication - Confident, credible, and consultative
• CrossFunctional 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.