Sales Solution Architect,tp&a Automation Commercial And Services

Solution Architect

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.

Role Summary/Purpose:

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.

Essential Responsibilities:

In this role you will iterate commercial and service models internally and with customers toward finding win-win solutions. You will also 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. You will also engage with key ecosystem partners to ensure the richest sets of capabilities are brought to our customers. In addition, you will:

• 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.
• 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.

Qualifications/Requirements:

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.

Desired Characteristics:

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.

Our job titles may span more than one career level. The salary range for this role is between $117,900.00-$168,000.00. The actual salary offered to a candidate may be influenced by a variety of factors, such as: training, transferable skills, work experience, education, business needs, market demands and work location. The base pay range is subject to change and may be modified in the future. More information on offered benefits, which include health, welfare, and retirement, are available at mywabtecbenefits.com. Other benefit offerings for this role may include an annual bonus, if eligible.

Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail as well as the mining, marine, and industrial markets. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation, and Faiveley Transport, the company has grown to become One Wabtec, with 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 and unlocks our customers' potential by delivering innovative and lasting transportation solutions that move and improve the world. We are lifelong learners obsessed with making things better to drive exceptional results. Wabtec has approximately 27K employees in facilities throughout the world. Visit our website to learn more!

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.