Strategic Account Manager, Dealer Solutions

Summary

Solera Holdings, LLC. is a global leader in data and software services, aiming to transform the vehicle lifecycle into a connected digital experience. The Strategic Account Manager for Dealer Solutions is responsible for managing high-value automotive dealer accounts, focusing on retention, renewal, and revenue expansion through strategic relationships and alignment of solutions to dealership objectives.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 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
• 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

Qualifications

Must Haves

• 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

Nice to Haves

• 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