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solera

Key Account Manager

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Who We Are

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.


Role:- Key Account Manager (Automotive OEM's and Insurance Companies)

What You'll do:-

Selling Solera's solutions to Automotive OEM's, Dealers, Bodyshops and Insurance Companies. Understand the client requirements. Collaborate with other functions and provide end to end solution to the clients. Work with intensity to identify upsell and cross sell opportunities in existing accounts and hunt for new opportunities.

What You'll bring: -

1. Revenue for Solera

2. Increase Market Share for Solera in India

3. Increase Customer Satisfaction

4. Introduce new products to India market

Location:

Preferably Delhi, alternative is Bangalore

Reports to:

Sales Director India

Role Purpose

Identifies, evaluates, wins new and/or manages & grows existing strategic sales opportunities and customer relationships with Automotive OEMs and Insurance companies. Diversification of products (white spaces coverage). Revenue growth (per customer, per product, across current FY+4) are key metrics of the outputs expected from this position.

Key Accountabilities & Responsibilities

These are not tasks or activities, but the overall outputs this role is responsible / accountable for.

Individual accountabilities cover:

  • Account Management & BAU Revenue Growth (incl. Renewals) targets - $Revenue and other named deliverables, including where relevant price increases for products already in use
  • New Customer wins (named & quantified $Contracted Revenue p.a./ASV and actual FY $Revenue)
  • New Products/Platforms (named & quantified $Contracted Revenue and actual Recognised FY $Revenue)
  • One Solera Collaboration primarily related to relationships across Solera (i.e. beyond Sales, and more specifically with Operations, P&D Organisation, Professional Services & Training, GIT and Finance)
  • Execution of internal due processes related to approval of commercial terms (pricing & other terms) for all contracts (renewals or new contracts)
  • i.e. KPIs cover the identification & closing of opportunities/contracts, managing & growing long term customer relationships, increasing Solera revenue (via covering white-spaces, widening product footprint & increasing Revenue per Claim or Vehicle Repair / Revenue per Transaction) and therefore value for the customer. Customer & Product centric KPIs, quantified & time bound.

Experience, Knowledge and Skills

  • Requires a minimum of 12 years (preferably 15) of related track record of success in B2B Enterprise Software Sales with a Bachelor’s Degree, however other relevant track record can compensate/make-up. Demonstrated ability and success in the following areas within the Insurance sector and/or Automotive OEM (or in other relevant/comparable industry sectors, for example such as Financial Services Technology or Vehicle Fleet Management Technology)
  • Continuously growing sales of high-value high-complexity technology & data solutions in complex-process large-scale operations such as Insurance claims and/or Vehicle Service & Repair, navigating the multiple stakeholders and their requirements within the customer organisations.
  • Know-how of (i) Insurance and/or Automotive OEM processes & ecosystems (primarily in Claims or Vehicle Service & Repair including vehicle parts procurement, however Underwriting/Pricing would also be viewed favourably) and the use of Software & Data in these ecosystems to improve process efficiencies and decisions, and (ii) Insurers’ and/or Automotive OEMs regulatory environments and obligations.
  • Track record in closing customer contracts (implicitly assumed in any case)
  • Know-how in deploying a Value-Selling Strategic/Key Account Management approach/framework
  • Collaboration with the relevant Operations, Products, and Finance teams within Solera for successful execution of contracts, projects and ongoing service delivery to the required levels.
  • Identification of specific customer & wider Insurance segment opportunities (voice of the customer/market), and matching those to Solera solutions/capabilities in order to capture share of market/share of wallet.
  • Demonstrated deep understanding of end to end implementations of software technology & data platforms by customers to enable process improvements and/or improvements in decision making within complex operational environments such as insurance claims and/or vehicle repair. Covering B2B systems and process integration and UI/UX, software SDLC, change management as well as the legal and regulatory environments within which customers operate.

Key Leadership Competencies (Solera Leadership Competency Framework and KPI Matrix)

Refer to the Solera Leadership competencies relevant for the role

Education/Certification Level Requirements

Bachalor Degree minimum

Masters highly valued