Enterprise Software Sales Executive (Digital Sales/ BNSF)

Job description

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, with unmatched digital expertise, technological innovation, and world-class manufacturing and services, we enable 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 32K employees in facilities worldwide. Visit our website to learn more! How will you make a difference? Own and lead enterprise software account management and sales for Wabtec Digital Intelligence solutions within a top-tier account (BNSF).

Serve as the single point of contact for Wabtec Digital Intelligence, coordinating cross-functional teams to drive, close, and deliver solutions. Build strategic relationships and align digital solutions to customer business needs and outcomes. What will your typical day look like? Develop a deep understanding of customer objectives, pain points, and business models. Strategically work with the customer and business on projects, opportunities, and services.

Build and maintain C-suite relationships; serve as a trusted advisor. Drive enterprise sales opportunities and apply best-practice sales methodologies. Lead matrixed teams (product, technical, partners) to scope, negotiate, and close deals. Own account strategy, customer satisfaction, and “voice of the customer.” Translate customer feedback into product and solution improvements. Support portfolio development, sales enablement, and solution positioning.

Anticipate trends and adapt strategies to evolving customer and market needs. What do we want to know about you? Bachelor’s degree (Business, Engineering, CS, Logistics, or related) or 15+ years of related experience in the railroad industry. 5+ years of software/consulting/solution sales experience (preferably in rail or similar industries). Experience with enterprise solution selling and account leadership. Willingness to travel 25–50%.

Preferred Experience & Skills

Background in rail, freight, SaaS, cloud, or data-driven solutions. Proven success closing large, complex deals ($10M+), managing pipelines, and meeting quotas. Strong consultative, value-based, and challenger sales capabilities. Background and experience in technology and engineering. Ability to navigate complex organizations and influence executive stakeholders. Track record of building trusted C-level relationships and driving strategic outcomes.

Excellent communication, leadership, and cross-functional collaboration skills. Experience in global/matrix environments and business development planning. Customer-centric mindset with ability to translate needs into scalable solutions. Strong financial acumen in business, deal structure, and customer analysis Relocation assistance may be provided if eligibility requirements are met.