Sr. Director of Channel Sales

What You’ll Do

• Strategic Leadership: Direct and oversee Solera’s channel sales policies, objectives, and growth initiatives across two specialized channel teams.
• Team Management: Provide executive mentorship and performance management for a team of 2 Directors and 9 Sellers, fostering a culture of accountability and high-velocity sales.
• Channel Growth: Develop and execute "land and expand" strategies to gain increased market share from existing VARs and channel partners.
• Partner Recruitment: Lead the identification, recruitment, and onboarding of new high-potential channel partners to diversify Solera’s reach in the transportation and logistics sectors.
• Executive Negotiation: Collaborate with Contracts, Finance, and Pricing teams to lead negotiations for high-value new business opportunities and complex renewals.
• Operational Excellence: Utilize Salesforce to manage rigorous sales processes, accurate forecasting, and data-driven performance reviews.
• Cross-Functional Collaboration: Align with product, marketing, and customer experience leadership to ensure channel messaging and product roadmaps meet the needs of the evolving market.

What You’ll Bring

• Experience: 10+ years of progressive sales leadership experience, with at least 5 years specifically in channel sales or partner management at a senior level.
• Proven Leadership: Experience managing a multi-tiered sales organization (managing through subordinate managers) is required.
• Market Expertise: Deep familiarity with the transportation, logistics, or fleet management software industries (e.g., Omnitracs or similar telematics).
• Strategic Negotiation: Demonstrated success in negotiating large-scale, complex contracts with national or global channel partners.
• Value-Based Selling: Mastery of Challenger-based or other value-based sales methodologies.