Senior Director, Partnership & Business Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership and expand Solera's partner and developer ecosystem within the Dealer Solutions and Repair portfolios.

• Redesign and implement Solera's Certified Developer Program as an API-first third-party ecosystem.

• Manage strategic vendor, partner, and reseller relationships as the key commercial and operational contact.

• Lead negotiations related to MSAs, reseller agreements, data licensing, revenue sharing, and exclusivity terms.

• Oversee integration partnerships with Product and Engineering through technical alignment, commitment to roadmaps, and partner launches.

• Sustain executive relationships while addressing commercial disputes and performance challenges.

• Identify, evaluate, and secure new partnership opportunities.

• Represent Solera at industry conferences, partner summits, developer events, and automotive technology forums.

• Establish developer tiers, certification requirements, credentials, renewals, and compliance standards.

• Manage developer onboarding processes, including API documentation, SDKs, sandboxes, portals, toolkits, and introductory resources.

• Collaborate with Engineering and Product to shape the public API roadmap.

• Develop API usage tracking, metering, and billing infrastructure alongside Engineering and Finance teams.

• Create technical review, compliance, security, and go-live certification workflows.

• Build and maintain a certified integration marketplace or directory.

• Foster developer engagement through newsletters, webinars, office hours, forums, and events.

• Define and monitor ecosystem KPIs.

• Create co-sell, co-market, channel, and reseller go-to-market programs.

• Establish frameworks for partner onboarding, technical training, and performance management.

• Oversee the partner lifecycle from recruitment and activation to renewal and expansion.

• Lead and mentor partner managers and developer relations specialists.

• Report partner and developer KPIs to senior leadership.

• Influence teams across Engineering, Sales, Marketing, Legal, and Finance without direct authority.

• Stay updated on automotive trends, API standards, and best practices in platform ecosystems.

⛳️ Requirements

• A bachelor's degree is required; an MBA is preferred.

• 12+ years of experience in partner programs, business development, developer relations, or product management in an Enterprise SaaS context.

• 5+ years in a senior or director-level position with oversight of a partner, channel, or developer ecosystem program at scale.

• Proven success in developing partner programs from inception to measurable revenue impact and commercial maturity.

• Experience in leading complex, multi-party commercial negotiations, including integration agreements, data licensing, reseller frameworks, and exclusivity clauses.

• Desirable experience in the automotive sector, vehicle lifecycle, dealership technology, or related fields.

• Strong grasp of SaaS go-to-market strategies, API-led integration approaches, and two-sided marketplace dynamics.

• Experience in building or scaling a certified developer or ISV program, including developer portal, documentation, onboarding, and billing systems.

• Familiarity with API concepts, developer tools, and technical documentation standards; ability to communicate effectively with engineers and developers.

• Demonstrated capability to influence cross-functionally without direct authority across Engineering, Sales, Marketing, Legal, and Finance.

• Exceptional executive communication skills.

• Business acumen with the ability to create financial models, business cases, ROI frameworks, and revenue share agreements.

• High agency and comfort in navigating ambiguity within a fast-paced, transformative organization.

• Experience with AI tools and rapid prototyping is advantageous.

• Ability to operate effectively in a global/remote work environment.

🏝️ Benefits

• Equal opportunity employer.

• Innovative culture leveraging AI, data, and automation throughout the vehicle lifecycle.

• Opportunity to drive program development during a rapid platform modernization supported by Vista Equity Partners.

• Cross-pillar access across Claims, Repairs, Fleet & Titles within one ecosystem.