Senior Director of Channel Sales/Virtual USThe Role
As theSenior Director of Channel Sales, you will be the primary architect and leader of Soleras indirect revenue strategy. This high-impact role requires a seasoned leader to overseetwo distinct channel teams.
Your primary mission is to aggressively grow our existing book of business by capturing greater market share from our currentValue-Added Resellers (VARs)while simultaneously identifying and onboarding new strategic partners. You will serve as a key executive by negotiating complex contracts and collaborating across internal teams to reinforce the value of Solera'sFleet solutions
What Youll Do
- Strategic Leadership:Direct and oversee Soleras 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 and9Sellers, 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 Soleras 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 (p. 2).
- 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 Youll 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.,Omnitracsor 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 (p. 1).
- Education:Bachelors degree in Business Administration, Marketing, or a related field (MBA preferred) (p. 4).
It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Companys needs may change over time. Therefore, the above job description is not comprehensive or exhaustive. The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.
