Senior Director, Partnership & Business Development

🔥 4 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

👻 Ghost score 11%

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Solera, Inc.

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2005

🚘 Automotive

💼 Consulting

📦 Logistics

Automotive • Consulting • Logistics

Solera, Inc. is a provider of data-driven and AI-enabled solutions for vehicle lifecycle management, fleet management, vehicle repairs, and claims processing. Solera offers a comprehensive suite of services that cater to the needs of dealers, insurers, repair shops, and fleet operators, utilizing advanced analytics to streamline processes and improve efficiency. Their services include vehicle tracking, claims automation, repair database management, and fleet intelligence, among others. With vast amounts of data and strong industry partnerships, Solera aims to enhance business outcomes for their clients across the automotive sector.

📋 Description

• Own and grow Solera's partner and developer ecosystem across Dealer Solutions and Repair portfolios • Rebuild and execute Solera's Certified Developer Program as an API-first third-party ecosystem • Own strategic vendor, partner, and reseller relationships as the primary commercial and operational contact • Lead negotiations covering MSAs, reseller agreements, data licensing, revenue sharing, and exclusivity • Manage integration partnerships with Product and Engineering through technical alignment, roadmap commitment, and partner launches • Maintain executive relationships and escalate commercial disputes and performance issues • Identify, qualify, and close new partnership opportunities • Represent Solera at industry conferences, partner summits, developer events, and automotive technology forums • Define developer tiers, certification requirements, credentials, renewals, and compliance standards • Own developer onboarding, including API documentation, SDKs, sandboxes, portals, toolkits, and getting-started resources • Shape the public API roadmap with Engineering and Product • Build API usage tracking, metering, and billing infrastructure with Engineering and Finance • Establish technical review, compliance, security, and go-live certification workflows • Create and maintain a certified integration marketplace or directory • Drive developer engagement through newsletters, webinars, office hours, forums, and events • Define and track ecosystem KPIs • Build co-sell, co-market, channel, and reseller go-to-market programs • Establish partner onboarding, technical training, and performance management frameworks • Manage the partner lifecycle from recruitment and activation through renewal and expansion • Lead and mentor partner managers and developer relations specialists • Report partner and developer KPIs to senior leadership • Influence Engineering, Sales, Marketing, Legal, and Finance without direct authority • Track automotive trends, API standards, and platform ecosystem best practices

🎯 Requirements

• Bachelor's degree required; MBA preferred • 12+ years of experience in partner programs, business development, developer relations, or product management within an Enterprise SaaS environment • 5+ years in a senior or director-level role with ownership of a partner, channel, or developer ecosystem program at scale • Demonstrated track record of building partner programs from early stage to measurable revenue contribution and commercial maturity • Experience leading complex, multi-party commercial negotiations including integration agreements, data licensing, reseller structures, and exclusivity provisions • Automotive, vehicle lifecycle, dealership technology, or adjacent vertical experience highly desirable • Deep understanding of SaaS go-to-market motions, API-led integration strategies, and two-sided marketplace dynamics • Experience building or scaling a certified developer or ISV program, including developer portal, documentation, onboarding, and billing infrastructure • Comfort with API concepts, developer tooling, and technical documentation standards; ability to speak fluently with engineers and developers • Proven ability to influence cross-functionally without direct authority across Engineering, Sales, Marketing, Legal, and Finance • Excellent executive communication skills • Business acumen with the ability to build financial models, business cases, ROI frameworks, and revenue share structures • High agency and comfort navigating ambiguity in a fast-moving, transformation-era company • Experience with AI tools and rapid prototyping • Ability to work in a global/remote environment

🏖️ Benefits

• Equal opportunity employer • Innovative culture applying AI, data, and automation to the vehicle lifecycle • Opportunity to build programs during rapid platform modernization backed by Vista Equity Partners • Cross-pillar access across Claims, Repairs, Fleet & Titles in one ecosystem

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