Wabtec Corporation · 12 hours ago
Sales Solution Architect, TP&A Automation Commercial and Services
Fort Worth, TX
Full-time
Onsite
Senior Level, Lead/Staff
$121K/yr - $172K/yr
10+ years expWabtec Corporation is a leading global provider of equipment and digital solutions for the freight and transit rail sectors. They are seeking a Sales Solution Architect to establish trusted relationships with customers and collaborate with internal teams to sell Wabtec’s Automation Solutions Suite.
Railroad Manufacture
Responsibilities
Iterate commercial and service models internally and with customers toward finding win-win solutions
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
Engage with key ecosystem partners to ensure the richest sets of capabilities are brought to our customers
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 Wabtec 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 Wabtec customers from their current state to the target Wabtec Digital Strategy, which could include partner offerings in concert with other Wabtec 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 Wabtec 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 Wabtec 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
Qualification
Required
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
Preferred
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
Benefits
Health, welfare, and retirement
Annual bonus, if eligible
Company
Wabtec Corporation
Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services.
10001+ employees
Funding
Current Stage
Late StageLeadership Team
Raj Gupta
President and CEO, Maintenance of Way
Cherie Reardon, SPHR
Vice President, Human Resources - Engineering/Technology & Chief Technology Officer
Recent News
2024-05-05
2024-05-05
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