AVP Business Development

Solera CIA [Canada, India, Australia]; Toronto; On-site; CAD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible PTO

Excellent health benefits

High-performance environment

Top-notch equipment

Team events

Free snacks & beverages

Job summary

Solera is seeking a high-energy Growth & Innovation leader in Canada to recruit and grow partner ecosystems that drive revenue. You will identify opportunities, develop plans, and close partner-led deals, while shaping a long-term partner strategy across Canada.

You will build pipelines, navigate complex organizations, and communicate Solera’s value proposition. A track record in high-velocity enterprise sales and MBA is preferred.

Qualifications

• 7+ years of enterprise sales, business development or strategic partnerships experience.
• Experience selling to large organizations (Fortune 1000/Global 2000) preferred.

Responsibilities

• Aggressively build a sales pipeline and develop, manage, and close strategic partner opportunities.
• Identify prospects/partners and communicate the value proposition for their business.
• Develop strategic plans for key markets aligned with Solera's direction.
• Create marketing plans and collateral to grow partner opportunities.
• Lead negotiations with the legal group and manage complex contracts.
• Operate in a fast-paced insurtech and automotive market and travel as needed.
• Demonstrate Solera value and capabilities to executives and business audiences.
• Enable partner sales teams and refine repeatable business development processes.

Skills

Enterprise sales

Business development

Strategic partnerships

Negotiation

Analytical skills

Leadership

Cross-functional collaboration

Communication

Education

MBA or equivalent

Job description

This is an excellent opportunity for a creative and analytical person who’s passionate about insurtech toquickly translate ideas into business. You'll become an integral part of the Growth & Innovation team that identifies and delivers well thought-out partnerships, inventions and acqusitions.

The role is all about recruiting and growing partners to develop a thriving ecosystem and facilitate the long-term growth of Solera in Canada. This is a revenue generating role -- you will be measured on increasing the number of opportunities, customer base and revenue through partners. At the same time, you will help formulate and implement a long-term partner strategy for the company. We are looking for someone with high energy and passion for scaling businesses in a traditional market with huge disruptive potential. This requires becoming a high-level product and business landscape expert, formulating the right strategies and constantly fine-tuning and executing with a laser focus to win. You will be building pipelines, opening doors, navigating complex organizational structures and negotiating and closing partner-led deals.

You have to be a fast-learner, quick on your feet, metrics driven and juggle multiple priorities independently. We promise the opportunity to pitch an amazing suite of solutions and distribution platform, work with one of the best teams in the industry and build long-term value for yourself and the company.

Responsibilities

• Aggressively build a sales pipeline and develop, manage, and close strategic partner opportunities
• Identify prospects/partners to approach while communicating the specific value proposition for their business and use case
• Develop strategic and operational plans for key target markets and ensure they are in line with Solera’s strategic direction
• Develop marketing plans to exploit and grow partner opportunities, and tools such as collateral, sales presentations, campaigns, webinars and events
• Execute the strategic business development plan while working with key internal stakeholders (e.g. sales teams, service teams, legal, support, etc.)
• Manage complex contract negotiations and liaison with the legal group
• Handle a high volume of engagements and the fast pace of the insurtech and automotive market
• Get intimately familiar with Solera’s markets and be able to communicate the Solera value proposition and technology differentiation from other offerings
• Give effective Solera product and capability demos to executive and business audiences
• Enable partner sales teams to appropriately position Solera and identify/qualify opportunities
• Assist in developing a repeatable and scalable business development process, establish key metrics, templates, and team milestones and incentives
• Develop strong working relationships with Solera and partner field teams
• Travel to customer and prospect sites as necessary

Requirements

• 7+ years of enterprise sales, business development or strategic partnerships experience
• 5-10 years selling to Fortune 1000 and/or Global 2000 organizations, preferably software
• Solid negotiation and analytical skills, and business and financial acumen
• A proven record of high achievement in sales roles, particularly when carrying a new business quota
• Technical acumen to become conversant with the Solera platform in a short timeframe
• Demonstrable pipeline generation experience, particularly building multi-faceted territory, market and account plans and executing successfully
• Strong verbal and written communications skills and leadership skills are a must
• Demonstrated ability to work effectively across internal and external organizations is key
• Intellectual curiosity and the drive and passion to change the world
• 90th percentile intensity (and borderline obsession) around doing whatever it takes to win
• MBA or equivalent relevant business experience

Workplace

We do our best to take care of ourselves and each other. As a Solera employee, you can expect flexible PTO, excellent health benefits, a high-performance work environment, top-notch equipment and tools, team events, and plenty of free snacks and beverages.

In everything we do, we strive to put the people we do it for first. We work hard for our coworkers sitting next to us and for our customers around the world. This starts internally: together we're creating a culture that embraces diversity and learning, humility and gratitude. At the same time, we try not to take ourselves too seriously and strive for a healthy balance between work and personal pursuits.