Sr Director, Partnership & Business Development

Solera; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

Solera is seeking a Senior Director of Partnerships & Business Development to lead the partner and developer ecosystem across Dealer Solutions and Repair portfolios. You will drive commercial negotiations, GTM motions, and platform enablement to build a thriving API-first ecosystem.

You will architect and scale partner programs, manage multi-party agreements, and represent Solera at industry events to expand market reach and data collaboration across a global, remote-enabled organization.

Qualifications

• Bachelor's degree required; MBA preferred.
• Experience leading partner programs at scale in Enterprise SaaS.
• Proven track record in multi-party negotiations (MSAs, data licensing, reseller structures).
• Experience building or scaling a certified developer program and API ecosystems.

Responsibilities

• Own lifecycle of vendor, partner, and reseller relationships across Dealer Solutions and Repair portfolios.
• Lead commercial negotiations including MSAs, licensing terms, revenue share, and exclusivity.
• Manage integration partnerships with Product and Engineering to ensure technical alignment and successful launches.
• Maintain executive relationships and serve as escalation point for disputes and performance issues.
• Identify and close new partnership opportunities to expand market reach and data network.
• Represent Solera at industry events to build brand equity and recruit partners.

Skills

Partnership programs

Business development

Enterprise SaaS

Negotiations

API platforms

Developer relations

Education

Bachelor's degree

MBA preferred

Job description

SIr Dir/Director, Partnership & Business Development Enterprise SaaS | Automotive Lifecycle | Remote / Hybrid LEVEL Senior Director FUNCTION Product & Partnerships REPORTS TO SVP, Product LOCATION Global / Remote

Who We Are

Solera is a global leader in data and software services transforming every touchpoint of the vehicle lifecycle into a connected digital experience. We process over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members drive an uncommon, innovative culture—leveraging cognitive answers, insights, algorithms, and automation to bring the future to bear today.

The Role

As Senior Director, Partnerships & Business Development, you will own and grow Solera's partner and developer ecosystem across two of our most strategically important portfolios: Dealer Solutions (Dealersocket, Spireon) and Repair (Identifix, Hollander). This is a leadership role combining classic BD and alliance management with a modern platform imperative: rebuilding Solera's Certified Developer Program into a thriving, API-first ecosystem on par with the best in automotive technology. You will forge strategic partnerships, lead commercial negotiations, drive GTM motions, and build the infrastructure that enables third-party developers to build, certify, and scale on Solera's platforms.

What You’ll Do

Partner & Vendor Relationship Management

Own the full lifecycle of strategic vendor, partner, and reseller relationships across the Dealer Solutions and Repair portfolios, serving as the primary commercial and operational point of contact.

Lead contract negotiations including MSAs, reseller agreements, data licensing terms, revenue share structures, and exclusivity provisions across both portfolios.

Manage integration partnerships end-to-end, working closely with Product and Engineering to ensure technical alignment, roadmap commitment, and successful partner launches.

Maintain executive-level relationships with key accounts and strategic partners, serving as the escalation point for commercial disputes and performance issues.

Identify, qualify, and close net-new partnership opportunities that expand Solera's market reach, product surface area, or data network across the repair and dealership verticals.

Represent Solera at industry conferences, partner summits, and automotive technology forums to build brand equity and recruit strategic partners.

Developer Ecosystem & Platform Enablement

Own the vision, strategy, and execution of Solera's Certified Developer Program, revitalizing it into a best-in-class third-party developer ecosystem comparable to market leading automotive API platforms.

Define the program framework including developer tiers, certification requirements, badge and credential structure, renewal policies, and compliance standards.

Own the developer onboarding experience end-to-end: API documentation, SDKs, sandbox environments, developer portals, integration toolkits, and getting-started resources.

Collaborate with Engineering and Product to shape the public API roadmap, ensuring external developer needs are represented in platform investment decisions.

Build and manage API usage tracking, metering, and billing infrastructure in partnership with Engineering and Finance, including tiered pricing, overage handling, and enterprise licensing.

Establish certification workflows including technical review, compliance checks, security standards, and go-live approvals for third-party integrations.

Create and maintain a partner marketplace or directory showcasing certified integrations to Solera's dealer and repair shop customers.

Drive developer community engagement through newsletters, webinars, office hours, forums, and industry events.

Define and track ecosystem KPIs: registered developers, active certified integrations, API call volume, partner-sourced revenue, time-to-certification, and developer NPS.

Go-to-Market & Partner Success

Partner with Product Marketing and Sales to build co-sell and co-market motions including joint solution briefs, partner-specific enablement content, and integration showcases.

Design and execute channel and reseller GTM programs that generate measurable partner-sourced pipeline and revenue contribution.

Establish partner onboarding programs, technical training curricula, and performance management frameworks that reduce time-to-value for new ecosystem participants.

Manage the full partner lifecycle from recruitment and activation through performance management, renewal, and expansion.

Cross-Functional Leadership

Synthesize Solera's competitive and strategic position across the Dealer Solutions and Repair portfolios, collaborating with peer Product leads to create synergistic partner offerings across customer segments.

Lead and mentor a team of partner managers and developer relations specialists; set goals, provide coaching, and build a high-performance, results-oriented culture.

Track and report partner and developer program KPIs to senior leadership, using data to drive investment priorities and program evolution.

Influence cross-functionally without direct authority across Engineering, Sales, Marketing, Legal, and Finance to advance partner and ecosystem objectives.

Industry & Innovation

Stay abreast of automotive industry trends, emerging API standards, and platform ecosystem best practices—translating insights into program differentiation.

Represent Solera at industry conferences, developer events, and partner summits to build brand equity and recruit strategic partners.

What You’ll Bring

Experience & Education 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. Skills & Competencies 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; you do not need to write code, but you must 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; ability to craft compelling narratives for partners, customers, and internal stakeholders alike. Business acumen with the ability to build financial models, business cases, ROI frameworks, and revenue share structures for partner investments. High agency, self-starting mindset with comfort navigating ambiguity in a fast-moving, transformation-era company. Experience with AI tools and rapid prototyping to accelerate partner tooling, developer experience improvements, and GTM execution.

Why Solera Scale

300M+ transactions/year across 90+ countries and 235,000 customers & partners. Transformation Moment Rapid platform modernization backed by Vista Equity Partners—build programs on a rising tide. Cross-Pillar Leverage Unique ability to offer partners access across Claims, Repairs, Fleet & Titles in one ecosystem. Innovative Culture 6,500 team members passionate about applying AI, data, and automation to the vehicle lifecycle. It is impossible to list every requirement or responsibility of any position. Solera reserves the right to adjust, add to, or eliminate any aspect of this description and 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.

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. For more information, visit www.solera.com.