Account Manager Dealer Solutions

Solera Dealer Solutions; Des Moines (IA); On-site; USD 85,000 - 125,000; Full time

Job summary

Solera Dealer Solutions is seeking an Account Manager to own relationships with defined dealer rooftops and drive retention, renewals, and expansion of existing solutions.

You will manage relationships with dealer leadership, negotiate renewals, and align ROI-driven outcomes to customer goals while coordinating with cross-functional teams to ensure adoption and ongoing success.

Qualifications

• 3–6+ years in automotive SaaS, dealership technology, or automotive retail operations.
• Strong understanding of dealership workflows across fixed ops, variable ops, CRM, and marketing.
• Experience managing a customer book of business with retention and expansion accountability.
• Excellent communication, relationship-building, and presentation skills.
• Ability to analyze data and translate insights into customer recommendations.

Responsibilities

• Own renewal preparation, negotiation strategy, and contract execution for assigned accounts.
• Identify at-risk accounts early and develop recovery plans with internal teams.
• Drive expansion revenue through cross-sell and upsell of DMS, CRM, Service, and Marketing modules.
• Partner with Solution Performance Managers to ensure customers adopt and utilize their solutions.
• Collaborate with Customer Success, Product, Support, and Marketing to ensure a seamless customer experience.

Skills

Automotive SaaS

Dealership workflows

Account management

Data analysis

Communication

Tools

Automotive DMS

CRM

Fix Ops Service Scheduling/Inspection

Marketing platforms

Job description

Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. In addition, we provide products and services to protect life’s other most important assets: our homes and digital identities. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation. For more information, please visit solera.com.

The Role

The Account Manager, Solera Dealer Solutions, Account Management is the primary relationship owner for a defined book of automotive dealer rooftops or dealer group accounts. This role is responsible for customer retention, renewal execution, product adoption, and expansion of existing solutions, with no responsibility for new logo acquisition.

What You’ll Do

Customer Relationship Ownership

• Serve as the main point of contact for dealer leadership, including Dealer Principals, General Managers, Fixed Ops Directors, BDC Managers, and OEM field reps.
• Build deep, trusted relationships that strengthen long-term loyalty and strategic alignment.
• Conduct proactive business reviews, executive updates, and ongoing communication touchpoints.

Renewal & Retention Management

• Own renewal preparation, negotiation strategy, and contract execution for assigned accounts.
• Identify at-risk accounts early and collaborate with internal teams to develop recovery plans.
• Ensure customers receive clear ROI value stories tied to their operational goals.

Account Planning & Expansion Growth

• Develop structured annual and quarterly account plans capturing:
• Key goals & initiatives for fixed ops, variable ops, and marketing
• Product adoption status and opportunities
• Whitespace and expansion opportunities
• Risk indicators and mitigation plans
• Drive expansion revenue through cross-sell and upsell of additional modules across the portfolio:
• o DMS: service, parts, accounting, inventory workflows
• o CRM: lead management, showroom, BDC optimization
• o Service: Service Suite check-in, scheduling, inspections, tech productivity
• o Marketing: campaigns, retention, reputation, equity mining through Sales Journey

Product Adoption & Performance Support

• Partner with Solution Performance Managers/SMEs to ensure customers fully adopt and utilize their solutions.
• Align SPM engagements to dealership goals such as:
• o Higher service lane throughput
• o Improved lead response and conversion
• o Reduced no-shows through scheduling optimization
• o Better marketing ROI and customer retention
• Ensure insights from SME performance reviews are translated into actionable account plans.
• Monitor product utilization, customer satisfaction, support ticket trends, and performance KPIs.
• Document customer health trends and create action plans to address red/yellow indicators.
• Engage cross-functional teams to resolve escalations, integration challenges, or workflow gaps.

Cross-functional Collaboration

• Collaborate closely with Customer Success, Product, Support, and Professional Services to ensure seamless customer experience.
• Provide field insights on product enhancements, competitive threats, adoption barriers, and dealer operational needs.
• Work with Marketing on customer communication, events, and campaign engagement.

Travel

• 60-75% depending on territory size, dealer visits requirements.

What You’ll Bring

Required

• 3-6+ years in automotive SaaS, dealership technology, or automotive retail operations.
• Strong understanding of dealership workflows across fixed ops, variable ops, CRM, and marketing.
• Experience managing a customer book of business, with accountability for retention and expansion.
• Excellent communication, relationship-building, and presentation skills.
• Ability to analyze data and translate insights into customer recommendations.

Preferred

• Experience with automotive DMS, CRM , Fix Ops Service Scheduling/Inspection, and Marketing platforms.
• Background in dealership operations (BDC, service lane, sales management, or digital marketing).
• Familiarity with OEM programs, certification requirements, and compliance standards.
• Prior success using account planning methodologies (e.g., plan-on-a-page, mutual success plans, health scoring frameworks).

Success Metrics

• Renewal rate and churn reduction across the assigned book of business
• NDR (Net Dollar Retention) and Expansion revenue driven by multi-solution growth
• Product adoption and usage of metrics for DMS, CRM, Service, and Marketing
• Customer satisfaction (NPS/CSAT) and reduction in escalations
• Completion and quality of account plans
• Effective collaboration with Performance Managers/SMEs
• Customer Advocacy – Builds trust and drives dealer success.
• Business Acumen – Understands dealership KPIs and operational workflows.
• Relationship Leadership – Manages complex stakeholder groups across rooftops.
• Account Planning – Strategic thinking with strong documentation and follow-through.
• Communication & Influence – Clear, professional, and proactive.
• Collaboration – Works seamlessly with SMEs and cross-functional partners.

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

The Solera group is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws.