Regional Sales Manager

Solera is a global leader in data and software services that transforms every touchpoint of the vehicle lifecycle into a connected digital experience. We also provide products and services to protect 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 innovative culture and are dedicated to bringing the future to life through cognitive answers, insights, algorithms, and automation.

About the role

We are seeking a dynamic, results-driven Regional Channel Sales Manager to own and grow revenue in an assigned region by managing and expanding our network of Value-Added Resellers (VARs). This hybrid role focuses on both account management of existing VAR partners and new business development to recruit high-potential new VARs. Ideal candidates excel at building strong channel relationships while consistently delivering sales growth in the fleet telematics, vehicle tracking, and automotive technology space.

Responsibilities

• Manage and grow existing VAR accounts by building strategic relationships, providing support, training, and resources to help them sell and implement Solera | Omnitracs and Spireon solutions (fleet management software, GPS telematics, asset tracking, safety & compliance tools, etc.).
• Proactively identify, qualify, and recruit new VAR partners in the assigned region, targeting companies with complementary offerings in fleet management services.
• Develop and execute regional channel strategies to meet or exceed sales quotas, revenue targets, and partner growth objectives.
• Conduct joint sales calls, product demonstrations, and presentations with VAR sales teams to drive end-customer wins.
• Deliver product training, marketing support, and co-selling opportunities to enable VARs to effectively position and sell our portfolio.
• Monitor partner performance, sales pipelines, and forecasts; implement corrective actions or incentive programs as needed.
• Collaborate closely with internal teams (Sales, Marketing, Product, Technical Support, and Finance) to ensure partner success and customer satisfaction.
• Negotiate partner agreements, pricing, and terms while ensuring compliance with company policies.
• Analyze market trends, competitive activity, and regional opportunities to refine channel strategies.
• Travel regularly within the assigned region to meet with partners and prospects (estimated 60%-40% travel).