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.

Additional Information

Our job titles may span more than one career level. The salary rate for this role is currently $120600-171800 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 annual bonus, if eligible.

What could you accomplish in a place that puts People First?

At Wabtec, it’s not just about a job - it’s about the impact you make. When our people come together, we’re Expanding the Possible by continuously improving what we do and how we do it - for our clients and each other.

If you’re ready to revolutionize how the world moves for future generations, Wabtec is the place for you.

Who are we?

Wabtec is a leading global provider of equipment, systems, digital solutions, and value-added services for the freight and transit rail sectors. Drawing on more than 150 years of experience, we are leading the way in safety, efficiency, reliability, innovation, and productivity. Whether it’s freight, transit, ports, logistics, mining, industrial, or marine, our expertise, technologies, and people together – are accelerating the future of transportation. With roots that date back to George Westinghouse, Thomas Edison, and Louis Faiveley, Wabtec has always built technologies and implemented solutions for a variety of sectors that are critical to meeting the needs of customers and governments alike.

Our global team of about 30,000 employees worldwide delivers performance that moves the world forward. We’re lifelong learners, obsessed with better. Learn more at www.WabtecCorp.com.

Culture powers us and the possibilities.

We believe the best ideas come from a mix of experiences and backgrounds. At Wabtec, we strive every day to create a place where everyone belongs. We’re building a culture where leadership, inclusion and your unique perspective fuel progress.

We’re proud to be an Equal Opportunity Employer. We welcome talent of all backgrounds, experiences, and identities, including race, gender, age, disability, veteran status and more.

Need accommodation? Just let us know - we’ve got you.