Enterprise Software Sales Executive (Digital Sales/ BNSF)

About the role

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.

Responsibilities

• 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.

Requirements

• 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%.

Qualifications

Preferred experience and skills include:

• 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.

Benefits

• Relocation assistance may be provided if eligibility requirements are met.
• Health, welfare, and retirement benefits (details available at mywabtecbenefits.com).
• Potential annual bonus, if eligible.

Pay

The base salary range for this role is $120,600 – $171,800.