Strategic Account Executive (Strategic Account Director)

Strategic Account DirectorLocation: Halifax/Atlantic Region CanadaDepartment: Dealer Solutions - Account ManagementReports to: Director, Canada, Dealer Solutions - Account ManagementPartners with: Performance Managers / Product SMEs, Professional Services, Customer Success, SupportEmployment Type: Full-TimeRole OverviewThe Strategic Account Director, Solera Dealer Solutions is the senior relationship and growth owner for a defined portfolio of high‑value, strategic automotive dealer groups. This role is accountable for retention, renewal execution, and expansion of existing business, with a strong emphasis on upsell growth, multi‑solution adoption, and long‑term partner alignment. This position has no responsibility for new logo acquisition.The Strategic Account Director serves as a trusted advisor to dealer executive leadership, aligning Solera’s DMS, CRM, Service, and Marketing solutions to dealership‑level business objectives. Working closely with Solution Performance Managers (SPMs), Product SMEs, and Professional Services, the role ensures customers realize measurable ROI, increased operational efficiency, and expanded value from their Solera investment over time.Key ResponsibilitiesStrategic Relationship & Account OwnershipOwn executive‑level relationships across assigned strategic accounts, including Corporate Management, Dealer Principals, General Managers, Fixed Ops Directors, BDC Leaders.Position Solera as a long‑term strategic partner by aligning solutions to Group growth, profitability, and operational priorities.Lead structured, value‑based executive business reviews focused on performance outcomes, roadmap alignment, and future growth opportunities.Retention, Renewal & Revenue ExpansionOwn renewal strategy, negotiation, and execution for assigned strategic accounts, ensuring high retention and contract continuity.Proactively identify renewal risk, develop mitigation strategies, and mobilize cross‑functional resources to protect revenue.Drive upsell and expansion revenue by identifying whitespace opportunities, multi‑solution adoption paths, and incremental module growth.Articulate clear ROI and value stories that justify continued investment and expanded solution adoption.Strategic Account PlanningDevelop and maintain annual and quarterly strategic account plans that include: Enterprise business goals across fixed ops, variable ops, and marketingCurrent solution footprint and adoption maturityExpansion targets and revenue growth opportunitiesRisk indicators, renewal timelines, and mitigation strategiesUse account plans as a living document to guide engagement strategy and prioritize revenue‑generating initiatives.Portfolio Expansion FocusDrive growth across Solera’s solution portfolio, including: DMS: Service, parts, accounting, and inventory workflowsCRM: Lead management, showroom effectiveness, and BDC optimizationService: Service Suite check‑in, scheduling, inspections, and technician productivityMarketing: Campaign execution, retention, reputation management, and equity mining through Sales JourneyInventory+: Partner with Product SMEs to position additional capabilities based on dealership performance gaps and growth objectives.Product Adoption & Performance EnablementCollaborate with Solution Performance Managers and Product SMEs to ensure deep adoption across strategic accounts.Align performance engagements to dealership outcomes such as: Increased service lane throughputImproved lead response time and conversion ratesReduced no‑shows through scheduling optimizationHigher marketing ROI and customer retentionTranslate usage and performance insights into actionable upsell and optimization recommendations.Customer Health & Risk ManagementMonitor product utilization, customer satisfaction metrics (NPS/CSAT), support trends, and operational KPIs.Identify early indicators of churn or dissatisfaction and lead corrective action plans.Manage complex escalations by coordinating cross‑functional resolution efforts.Cross‑Functional LeadershipAct as the quarterback across Customer Success, Professional Services, Product, Support, and Marketing teams.Provide strategic field insight on competitive threats, dealer needs, adoption barriers, and product enhancement opportunities.Partner with Marketing on targeted communications, executive events, and strategic account initiatives.QualificationsRequired3–6+ years of experience in automotive SaaS, dealership technology, or automotive retail operations.Demonstrated success managing strategic or enterprise‑level accounts with retention and expansion responsibility.Strong understanding of dealership operations across fixed ops, variable ops, CRM, and marketing.Proven ability to drive upsell revenue and multi‑solution adoption within an existing customer base.Strong executive communication, negotiation, and presentation skills.Data‑driven approach to identifying growth opportunities and customer risk.PreferredExperience with automotive DMS, CRM, FixOps platforms.Prior dealership leadership experience (Sales Management, Finance, BDC, Service lane).Familiarity with OEM standards, compliance requirements, and certification programs.Experience using structured account planning frameworks and customer health models.Success MetricsStrategic account renewal and retention rateNet Dollar Retention (NDR) and upsell / expansion revenue growthMulti‑solution adoption and utilization across portfolioCustomer satisfaction improvements and reduced escalationsQuality, accuracy, and execution of strategic account plansEffectiveness of cross‑functional collaborationCore CompetenciesStrategic Customer Leadership – Trusted advisor at the executive levelRevenue Growth Mindset – Retention and expansion focusedBusiness Acumen – Deep understanding of dealer performance driversAccount Strategy & Planning – Disciplined, outcome‑orientedInfluence & Communication – Confident, credible, and consultativeCross‑Functional Collaboration – Leads without authorityTravel60–75%, based on Customer engagement needsCompensationCompetitive base salary with variable compensation aligned to renewal performance, upsell revenue, and adoption outcomesComprehensive benefits and professional development opportunitiesEQUAL OPPORTUNITY EMPLOYERThe Solera group is an equal opportunity employer and complies with all applicable federal, provincial, and local fair employment practices laws.SummaryLocation: Virtual OntarioType: Full time