Sales Solution Architect,TP&A Automation Commercial and Services

It’s not just about your career or job title… It’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.

Role Summary/Purpose:

In this strategic commercial and services sales position, the Solution Architect will establish a trusted advisor relationship with our external customers, executive management, internal technical teams and ecosystem partners. You will collaborate with Wabtec and broader Wabtec sales teams, Technical Solutions Architect, software development teams and product management teams to engage key customers to sell Automation Solutions Suite.

Essential Responsibilities:

In this role you will iterate commercial and service models internally and with customers toward finding win-win solutions. You will also analyze the customer’s current situation and define the desired business outcomes that will allow you to determine the best way to make them successful. You will also engage with key ecosystem partners to ensure the richest sets of capabilities are brought to our customers. In addition, you will:

• Develop solution architecture framework to support solution selling on an enterprise level supported by a business case and roadmap tailored for the customer, which could be a combination of Wabtec and customer solutions.
• Provide vision, define system and application architecture, problem anticipation and problem-solving ability across the landscape of our industrial platform.
• Be the Commercial and Services advisor to the customer and internal Sales teams.
• Drive key customer facing technical meetings in conjunction with the commercial teams. Build link to Outcome selling model to ensure architecture views are properly integrated in our GTM messaging, assessments, RFP’s and proposals
• Develop evolution path and migration plans for key customers from their current state to the target Digital Strategy, which could include partner offerings in concert with other Products & Service Team with Sales to develop a sales/engagement strategy at specific customers that efficiently identifies valued customer outcomes, qualifies a sales opportunity, then identifies and demonstrates the value and fit of Solutions in order to achieve the company’s sales goals
• Provide Deep Application and/or Technical & Data architecture domain expertise., fundamental to the processes of understanding client challenges, validating needs, and outcome discovery. Create a “trusted technical advisor” relationship with our customer’s technologists and internal technical, product, and commercial teammates
• Engage with customers to understand their current full operations environment and help shape the future state vision
• Work jointly with the technical architect toward the ultimate solution, help formulate value propositions and develop the integration strategy.
• Play a role in mentoring execution and providing continuing input to product/solution strategy.
• Shape, drive and be held accountable for delivering significant strategic initiatives with key stakeholders (customers, partners and teammates)
• Be part of a sales team that meets and exceeds monthly, quarterly and annual sales goals
• Identify and remove technical obstacles that could prevent a sale
• Deliver solution demonstrations that focus on the customers’ desired outcomes

Qualifications/Requirements

• Bachelor’s degree in business, science, engineering, technology or related discipline, or equivalent experience.
• Minimum 10+ years’ work experience in Software, IT Systems development and/or application.
• Must be able to travel approximately 50% of the time

Desired Characteristics

• Experience in supporting, selling and marketing locomotive onboard control systems.
• Demonstrated commercial acumen, including strong written, verbal & presentation skills.
• Demonstrated strong business acumen, problem solving and creative skills, ability to exercise sound judgment and make decisions based on market and customer trends – go beyond the status quo
• Technical acumen to interface with technologists, understand complex concepts and translate in a way that businesses or industry can understand
• Significant expertise in developing, selling, and delivering SW/HW solutions. Including creating and executing strategies with a track record of success
• Previous sales, pre-sales technical, advisory, or consulting experience.
• Deep understanding of Freight Rail operations, systems, and IT/enterprise architecture
• Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
• Masters’ degree, MBA or other advanced degree preferred
• Ability to deal with ambiguity, strategic agility, manage diversity and drive for results

Our job titles may span more than one career level. The salary range for this role is between $117,900.00-$168,000.00 The actual salary offered to a candidate may be influenced by a variety of factors, such as: training, transferable skills, work experience, education, business needs, market demands and work location. The base pay range is subject to change and may be modified in the future. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com. Other benefit offerings for this role may include an annual bonus, if eligible.

Our Commitment to Embrace Diversity:

is a global company that invests not just in our products, but also our people by embracing diversity and inclusion. We care about our relationships with our employees and take pride in celebrating the variety of experiences, expertise, and backgrounds that bring us together. At , we aspire to create a place where we all belong and where diversity is welcomed and appreciated.

To fulfill that commitment, we rely on a culture of leadership, diversity, and inclusion. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We have created a space where everyone is given the opportunity to contribute based on their individual experiences and perspectives and recognize that these differences and diverse perspectives make us better.

We believe in hiring talented people of varied backgrounds, experiences, and styles… People like you! Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know.