Sales Solution Architect, TP&A Automation Commercial and Services

Role Summary

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 Wabtec’s Automation Solutions Suite.

Locations:
Omaha, NE;
Dallas/Fort Worth, TX;
Atlanta, GA;
Jacksonville, FL;
Melbourne, FL

• 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, RFPs 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

• 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

• 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…