Pre Sales Solution Architect

It’s not just about your career or job titleIt’s about who you are and the impact you will make on the world. Because whether it’s for each other or our customers, we put People First. When our people come together, we Expand the Possible and continuously look for ways to improve what we create and how we do it. If you are constantly striving to grow, you’re in good company. We are revolutionizing the way the world moves for future generations, and we want someone who is ready to move with us.

What are we offering you?- Permanent Full Time Position- Rewards & Recognition Program- Discounted health insurance with Medibank- Novated Leasing options- Lifestyle discounts with Woolworths, Coles, Avis, JB Hifi and 500+ other retailers- Access to our Employee Assistance Program

Who will you be working with? 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 the broader Digital sales teams, software development teams and product management teams to engage with key customers to sell Software & Solutions suite of Train Performance, Optimization, and Customer Performance Analytic Solutions.

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 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.

What will your typical day look like?- 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.-
- Be the Software & Solutions (including Predix and Industrial Internet) technical advisor and evangelist to customer and internal 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 customers from their current state to the target 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 transportation 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

What do we want to know about you?- Bachelor’s Degree in business, science, engineering, technology or related discipline, or equivalent experience.-
- 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.- Must be able to travel 50%+ of the time

Desired Characteristics:
- Significant expertise in developing, selling, and delivering SW/HW solutions. Including creating and executing propositions and a track record of success- Previous Pre-sales technical, advisory, or consulting experience.- Deep understanding of Freight Rail operations, systems, and IT/enterprise architectures-
- Strong interpersonal skills, including creativity and curiosity with ability to effectivel