Enterprise Software Sales Executive

Wabtec Corporation is a leading global provider of equipment, systems, digital solutions and value-added services for freight and transit rail. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation and Faiveley Transport, the company has unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems. Wabtec is focused on performance that drives progress, creating transportation solutions that move and improve the world. Wabtec has approximately 27,000 employees in facilities throughout the world. Visit the company’s new website at: http://www.WabtecCorp.com.

It’s not just about your career… or your job title…it’s about who you are and the impact you are going to make on the world. Do you want to go into uncharted waters…do things that haven’t been done to make yours and someone else's life better? Wabtec has been doing that for decades and we will continue to do so! Through our people, leadership development, services, technology and scale, Wabtec delivers better outcomes for global customers by speaking the language of industry.

Role Summary/Purpose

The Wabtec Enterprise Software Sales Executive will lead Wabtec Digital Solutions sales engagement; Bringing the larger team together as needed to provide ownership and serve as the single point of contact throughout the sales engagement. In this role, you will concentrate on one of our "top-tier" accounts at Union Pacific.

This position reports to the Vice President Digital Commercial

Location:  Omaha, NE

Essential Responsibilities

• Develop a deep understanding of customer business model, desired outcomes, and pain points and be dedicated to meeting their expectations and mapping desired outcomes to Digital Solutions
• Develop deep, strategic C-Suite Level relationships
• Work collaboratively with Wabtec’s partner network to identify and develop new opportunities and improve Wabtec’s overall alignment to customer desired outcomes
• Help drive new enterprise solutions sales activities at Wabtec’s top customers and prospects, modeling best practice selling methodologies to help create and close new enterprise solutions opportunities
• Provide leadership and ownership of the customer account
• Provide a focal point for the business for relevant Voice of the Customer and leadership for customer hygiene/satisfaction initiatives
• Lead a matrixed organization of product specialists, technical sales, etc. to scope, negotiate, sign, and deliver a solution or outcome to the customer
• Be responsible to learn quickly when facing new problems and analyze successes and failures for improvement opportunities
• Provide specific and actionable customer feedback that our development teams can use to ensure alignment of requirements and roadmaps to meet specific and broad customer needs
• Help drive process to leverage customer visits and design thinking sessions / workouts to better connect our organizations to our critical customer needs
• Help guide the development of the product offering portfolio and the sales enablement tool kits based on customer feedback, key CIO pain points, feedback from other account sales.
• Help evangelize Wabtec Digital Solution capabilities and vision from concept to execution.
• See ahead clearly to anticipate future trends and consequences and be accordingly flexible to adapt to changes

Qualifications/Requirements

• 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 who 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 Exe