Pre-Sales Solution Architect (PSSE)

Category
Operations

Posted
21 Mar 2022

Company
Wabtec Corporation

Pre-Sales Solution Architect (PSSE)

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.

relocation assistance may be provided if eligibility requirements are met.

 

Role Summary/Purpose:  In this strategic technical pre-sales position, the Solution Architect will establish a trusted advisor relationship with our external customers, internal technical teams and ecosystem partners. You will collaborate with Wabtec and broader Wabtec Digital sales teams, software development teams and product management teams to engage with key customers to sell Wabtec’s Software & Solutions suite.

 

Essential Responsibilities:  In this role you will be a strong voice for our customers bringing technical and business requirements back to our development team helping to ensure our solutions continue to meet customer needs. 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 Software & Solutions technical 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 by deploying industrial internet offerings, 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 IT & OT environment and help shape the future state vision
  • Architect 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

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

  • 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
  • Demonstrated commercial acumen, including strong written, verbal & presentation skills.
  • Significant expertise in developing, selling, and delivering SW/HW solutions. Including creating and executing propositions and a track record of success
  • Previous sales, pre-sales technical, advisory, or consulting experience.
  • Deep understanding of Freight Rail operations, systems, and IT/enterprise architectures
  • Deep understanding of the technology stack to include OS, DB, middleware, application layer, virtualization and cloud technologies
  •  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

 

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.