Enterprise Sofware Sales Executive (Digital Sales/Account Management)

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.

Who will you be working with?

The Wabtec Enterprise Software Sales Executive will lead all Wabtec Digital Intelligence Solutions sales engagements and be responsible for bringing together the larger team, as required, to provide ownership and act as the single point of contact throughout the sales engagement. In this role, you will focus on one of our "top tier" accounts in Norfolk Southern and develop deep strategic relationships with the C-suite level. This position reports to the Commercial Vice President of Digital Intelligence.

How will you make a difference?

You will work collaboratively with Wabtec’s partner network to identify and develop new opportunities and improve Wabtec’s overall alignment to customer desired outcomes. You will develop a deep understanding of customer business models, desired outcomes, and pain points and be dedicated to meeting their expectations and mapping desired outcomes to Digital Solutions.

What do we want to know about you?

• Bachelor's degree in business administration, Transportation / Logistics, Engineering, or Computer Science from an accredited college or university
• Minimum of 5 years in Software, Consulting Sales, and/or Sales leadership experience, working for a solution provider, systems integrator, or consulting firm that specializes in the railroad industry and/or software-based solution plan, design, and build projects
• Willingness and desire to travel 25-50% of the time with customers, to customer sites, conventions, and internal meetings

Desired Characteristics:

• Experience working for or selling products/solutions to the railroad industry, cloud, SaaS-enabled solutions, and/or big data solutions
• Experience with complex sales and "big-ticket" deals ($10-20M minimum), in a commission-based sales incentive plan or a bonus plan role, that was based on hitting revenue and/or booking targets
• Working knowledge of the Rail and Freight transportation industries
• Confidence to deal with Executive level and C-suite
• Strong verbal and written communication skills
• Demonstrated ability to work in matrixed organization and team selling environment
• Demonstrated ability to build strong business relationships that have led to trusted partner/advisor status
• Demonstrated ability in challenging the customer's thinking (Challenger Sales Methodology)
• Strong sales process execution skills
• Value selling and solution selling experience
• Understanding of industry trends, compliance-driven mandates, and the relevant impact on customer business strategy and challenges
• Proven ability to help shape customer's business and technology investment priorities and decision-making
• Capable of providing thought leadership to customers, with the ability to think
• “Outside the box” for ways to create and deliver value to the customer
• Proven ability to translate customer insights and requirements into compelling solutions leveraging the Wabtec offering portfolio and roadmap.  Proven success at pursuing and closing large complex software and/or managed services deals with customers who are not accustomed to such transactions
• Willingness to challenge the customer and take risks to optimize business value for customers, with the ability to anticipate customer reactions and actions through customer intimacy and a keen understanding of the customer political map
• Consultative selling experience, including complex projects, complex business problems, complex customer organization, and cultural environment
• Proven ability to engage and navigate those complexities, with the ability to understand the customers' key business drivers, strategy, and organizational "political map"
• Proven experience in selling complex integrated technology-based business solutions
• Proven track record for meeting sales quotas, managing forecasts, and managing pipelines
• Proven ability to establish trusted business relationships with C-Level executives and key decision-making stakeholders
• Experience in working in multi-cultural environments, in a global account management or similar global role, where responsible for managing or directing non-US team members and engaging with non-US customers
• Experience i