Senior Digital Sales Director, Passenger Rail

Wabtec•Pittsburgh, PA

7d•$164,900 - $235,000

About The Position

The Digital Sales Director, Passenger Rail drives business growth and commercial success for Wabtec's Digital Intelligence portfolio in the North American passenger rail market. The role develops and executes sales strategies to accelerate adoption of digital technologies, expand market share, and strengthen customer partnerships with transit agencies, passenger rail operators, engineering firms, and prime contractors. The position oversees a sales team and serves as Wabtec's primary executive interface with key customers across North America. Reporting to the Vice President, Passenger Rail, the Director leads collaboration across sales, engineering, product management, finance, contracts, commercial operations, and customer support to deliver growth and customer outcomes. The role is based at the headquarters site or remote and requires travel of up to 50%.

Requirements

Bachelor's degree in Business Administration, Engineering, Computer Science, Transportation/Logistics, or a related discipline from an accredited university.
At least 10 years of commercial leadership experience in the rail industry, including sales, business development, product management, or account management.
Demonstrated experience selling complex technology, systems, or digital solutions in rail transportation or a related industry.
Proven success developing and executing growth strategies in project-based sales environments.
Ability to travel up to 50%.

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.
Extensive professional network across the passenger rail industry.
Strong understanding of transit and passenger rail capital project environments.
Proven ability to lead teams, develop talent, and build 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 and ability to navigate organizational, financial, and political dynamics within customer organizations.
Executive presence and 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.

Responsibilities

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 new business opportunities and expand existing customer relationships.
Drive profitable growth through strategic account planning, opportunity development, and pipeline management.
Build and maintain relationships with executives and operations leaders at customer and partner organizations.
Develop account strategies that align customer objectives with Wabtec's technology and digital solutions.
Expand Wabtec's footprint in signaling systems, Positive Train Control (PTC), train dispatch systems, SCADA solutions, passenger information systems, and wayside inspection technologies.
Understand customers' operational challenges and provide outcome-based solutions as a trusted advisor.
Lead, coach, and develop a high-performing sales team.
Promote a consultative sales approach to address complex customer business and operational challenges.
Lead opportunity reviews, capture planning, bid strategies, and proposal development.
Ensure achievement of annual sales targets, growth objectives, and key performance metrics.
Partner with Commercial Operations, Product Management, Engineering, Finance, Contracts, and Customer Support to deliver integrated customer solutions.
Align internal resources around strategic customer initiatives and growth opportunities.
Coordinate communication throughout the sales lifecycle, from opportunity identification through project execution.
Establish customer satisfaction objectives and oversee improvement plans.
Maintain long-term customer relationships through proactive engagement and successful project outcomes.
Serve as executive sponsor for strategic customer accounts and major opportunities.