Director, Sales

Director of Sales, New Business / West Coast

Who We Are

Solera is the global leader in vehicle lifecycle management software-as-a-service, data, and services. Through four lines of business – vehicle claims, vehicle repairs, vehicle solutions, and fleet solutions – Solera is home to many leading brands in the vehicle lifecycle ecosystem, including Identifix, Audatex, DealerSocket, Omnitracs, LoJack, Spireon, eDriving/Mentor, Explore, cap hpi, Autodata, and others. Solera empowers its customers to succeed in the digital age by providing them with a “one-stop-shop” solution that streamlines operations, offers data-driven analytics, and enhances customer engagement, which Solera believes helps customers drive sales, promote customer retention, and improve profit margins. Solera serves over 300,000 global customers and partners in 100+ countries.

The Role
The Director of Sales, New Business will provide leadership and guidance to a team of remote sales professionals (account executives) in regional markets in the U.S. and will be responsible for achieving established sales team goals. The Director of Sales, New business will focus on new business growth for the organization and will be responsible for teams’ management of the entire life cycle of the sales process including pipeline management and development, product presentations and demonstrations, proposal development and submission, negotiations and contracting.

What You’ll Do

Lead and mentor a team of sales professionals in identifying, qualifying, developing, and closing net new business opportunities for software products and services.

Oversee team’s sales activity and ensures a full pipeline of activity is consistently maintained for the region.

Develop and execute a business plan and sales strategy for the sales team that ensures tactical penetration and attainment of sales quotas for new business.

Manage tight, organized sales processes with quality forecasting and operational performance.

Develop compelling value propositions based on ROI cost/benefit analysis.

Coordinate and qualify “Proof of Concept” studies for prospects through the Solutions Engineering Team. Execute against the major milestones of the sales process.

Serve as a main point of contact for the escalation of customer service issues and maintain high levels of customer satisfaction and loyalty with customers.

Manage account and contact information through the entire sales lifecycle process using Salesforce.com; ensure that the sales team maintains detailed account profiles and prepares sales and activity reports as required.

Remains highly knowledgeable of company’s products and target industries to facilitate sales efforts.

Promote, market, speak, and highlight company’s success in the market through market experience.

Be the voice of the customer (VOC) and interact with cross-functional business leadership teams including Finance, Contracts, Product Management, Customer Service, and Engineering.

Up to 75% travel required.

What You’ll Bring

EXPERIENCE:

Minimum of 10 years’ experience selling Total Value of Ownership at the C-level or to business ownership and stakeholders.

Minimum of 5 years’ experience and proven track record of managing a field sales team selling enterprise level solutions

KNOWLEDGE/SKILLS/ABILITIES: Knowledge of business software applications industry and/or business-to-business background. Understanding of supply chain management, logistics, transportation, or wholesale distribution industries. Proven sales leadership, self-starter, driven mentality, determination and a verifiable track record of increasing sales, revenue, and profitability within a sales organization. Strong leadership skills with an entrepreneurial spirit. Proven track record in hiring, training, setting, and tracking goals, and making a sales team independently productive. Excellent consultative and competitive sales skills that leverage both strong metrics driven processes and relationship-driven techniques. Track record and success in selling high value, long lead time enterprise solutions software or high value services. Proven track record of meeting and exceeding sales quota. Outstanding presentation, facilitation, communication, and negotiation skills. Outstanding customer-focused account management skills. Mature sales execution capabilities and experience.

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 Company’s 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.

EQUAL OPPORTUNITY EMPLOYER
SOLERA HOLDINGS, INC., AND ITS US SUBSIDIARIES (TOGETHER, SOLERA) IS AN EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER. THE FIRM'S POLICY IS NOT TO DISCRIMINATE AGAINST ANY APPLICANT OR EMPLOYEE BASED ON RACE, COLOR, RELIGION, NATIONAL ORIGIN, GENDER, AGE, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL STATUS, MENTAL OR PHYSICAL DISABILITY, AND GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY APPLICABLE LAW. THE FIRM ALSO PROHIBITS HARASSMENT OF APPLICANTS OR EMPLOYEES BASED ON ANY OF THESE PROTECTED CATEGORIES.