Digital Sales Director, Passenger Rail at Wabtec

Job description

Wabtec is a global leader in rail technology, equipment, and digital solutions, committed to transforming the future of mobility. Through innovation, operational excellence, and customer collaboration, we help rail operators improve safety, efficiency, reliability, and passenger experience. Who will you be working with? The Digital Sales Director, Passenger Rail drives business growth and commercial success across Wabtec's Digital Intelligence portfolio in the North American passenger rail market. This strategic leadership role will develop and execute sales strategies that accelerate adoption of Wabtec's digital technologies, expand market share, and strengthen customer partnerships across transit agencies, passenger rail operators, engineering firms, and prime contractors. The successful candidate will bring deep rail industry expertise, an established network within the passenger rail ecosystem, and a proven track record of developing and winning complex, high-value projects. This leader will oversee a team of sales professionals and serve as the primary executive interface between Wabtec and key customers across North America. Reporting directly to the Vice President, Passenger Rail , the Digital Sales Director will lead cross-functional collaboration across sales, engineering, product management, finance, contracts, and customer support to deliver sustainable growth and exceptional customer outcomes. Location: HQ Site or Remote What will your typical day look like? Business Development & Growth Leadership • Lead commercial strategy and revenue growth for Wabtec's Digital Intelligence solutions portfolio across the North American passenger rail market. • Develop and execute market growth strategies to expand Wabtec's presence with transit agencies and prime contractors. • Identify and develop new business opportunities while expanding existing customer relationships. • Drive profitable growth through strategic account planning, opportunity development, and disciplined pipeline management. Customer & Market Leadership • Build and maintain influential relationships with executives and operations leaders within customer and partner organizations. • Develop account strategies that align customer business objectives with Wabtec's technology and digital solution offerings. • Expand Wabtec's footprint across key solution areas, including: • Signaling Systems • Positive Train Control (PTC) • Train Dispatch Systems • SCADA Solutions • Passenger Information Systems • Wayside Inspection Technologies • Act as a trusted advisor by understanding customers' operational challenges and delivering outcome-based solutions. Sales Execution & Team Leadership • Lead, coach, and develop a high-performing sales team focused on customer success and business growth. • Champion a consultative sales approach that solves complex customer business and operational challenges. • Lead opportunity reviews, capture planning, bid strategies, and proposal development efforts. • Ensure achievement of annual sales targets, growth objectives, and key performance metrics. Cross-Functional Collaboration • Partner closely with Commercial Operations, Product Management, Engineering, Finance, Contracts, and Customer Support teams to deliver integrated customer solutions. • Align internal resources around strategic customer initiatives and growth opportunities. • Drive effective communication and coordination throughout the sales lifecycle, from opportunity identification through project execution. Customer Success • Establish customer satisfaction objectives and oversee execution of improvement plans. • Ensure long-term customer relationships are maintained through proactive engagement and successful project outcomes. • Serve as the executive sponsor for strategic customer accounts and major opportunities. What do we want to know about you? • Bachelor's degree in Business Administration, Engineering, Computer Science, Transportation/Logistics, or a related discipline from an accredited university. • Minimum of 10 years of commercial leadership experience in the rail industry, including sales, business development, product management, or account management roles. • Demonstrated experience selling complex technology, systems, or digital solutions within rail transportation or a related industry. • Proven success developing and executing growth strategies within project-based sales environments. • Ability to travel up to 50%. Preferred: • Master's degree (MBA or related advanced degree). • Experience working with passenger rail operators, transit agencies, engineering consultants, and EPC/prime contractors. • Knowledge of rail signaling, PTC, dispatch, SCADA, passenger information, and digital rail technologies. Desired Characteristics • Extensive professional network across the passenger rail industry. • Strong understanding of transit and passenger rail capital project environments. • Proven success leading teams, developing talent, and building high-performance sales organizations. • Strategic thinking paired with strong execution. • Exceptional relationship-building, stakeholder management, and influencing skills. • Expertise in consultative, solution-based selling in complex customer environments. • Strong business acumen with the ability to navigate organizational, financial, and political dynamics within customer organizations. • Executive presence with outstanding communication, presentation, and negotiation skills. • Ability to lead through change and thrive in a dynamic, growth-oriented environment. • Deep understanding of rail technologies, digital transformation initiatives, and industry trends. • Passion for continuous learning, collaboration, innovation, and commercial excellence. Why This Role? • This is a unique opportunity to shape the future of digital transformation in passenger rail by leading growth initiatives across one of the industry's most innovative technology portfolios. You will play a critical role in helping rail operators modernize their operations while contributing directly to Wabtec's long-term growth strategy. 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.

Requirements

Must-haves

Who will you be working with?
Location: HQ Site or Remote
What will your typical day look like?
Business Development & Growth Leadership
Lead commercial strategy and revenue growth for Wabtec's Digital Intelligence solutions portfolio across the North American passenger rail market.
Develop and execute market growth strategies to expand Wabtec's presence with transit agencies and prime contractors.
Identify and develop new business opportunities while expanding existing customer relationships.
Drive profitable growth through strategic account planning, opportunity development, and disciplined pipeline management.
Customer & Market Leadership
Build and maintain influential relationships with executives and operations leaders within customer and partner organizations.
Develop account strategies that align customer business objectives with Wabtec's technology and digital solution offerings.
Expand Wabtec's footprint across key solution areas, including: • Signaling Systems

Nice-to-haves

Master's degree (MBA or related advanced degree).
Experience working with passenger rail operators, transit agencies, engineering consultants, and EPC/prime contractors.
Knowledge of rail signaling, PTC, dispatch, SCADA, passenger information, and digital rail technologies.
Desired Characteristics
Extensive professional network across the passenger rail industry.
Strong understanding of transit and passenger rail capital project environments.
Proven success leading teams, developing talent, and building high-performance sales organizations.
Strategic thinking paired with strong execution.
Exceptional relationship-building, stakeholder management, and influencing skills.
Expertise in consultative, solution-based selling in complex customer environments.
Strong business acumen with the ability to navigate organizational, financial, and political dynamics within customer organizations.
Executive presence with outstanding communication, presentation, and negotiation skills.

Application prep

Use the role’s language and application details while tailoring your materials.

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