Enterprise Software Sales Executive (Digital Sales/Account Management)

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 all Wabtec Digital Solutions sales engagements and be responsible to bring together the larger team, as required, to provides ownership and act as the single point of contact throughout the sales engagement. In this role you will focus on "top-tier" accounts (Class 1 Railroads and large international customers).

This position reports to the Vice President Digital Commercial

Location:  Calgary, Alberta preferred; Potential option for Kansas City, MO

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 an opportunity and 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 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 customer, 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 keen understanding of the customer political map
• Consultative selling experience, including; complex projects, complex business problem, 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 in business development or building growth plans
• Ability to develop and maintain customer relationships at all levels, including the CEO staff level
• Strategic or product marketing exposure
• Customer-centric mindset, with the ability to translate customer issues / needs into profitable business solutions
• Six Sigma Green Belt certification or equivalent Quality/Manufacturing certification
• Ability to effectively interface with all levels of internal and external customers
• Strong interpersonal and leadership skills
• Established program management ability

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Wabtec Corporation is committed to taking on the world’s toughest challenges. In order to fulfill that commitment we rely on a culture of leadership, diversity and inclusiveness. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We believe in hiring talented people of varied backgrounds, experiences and styles…people like you! Wabtec 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.