Digital Sales Director, Passenger Rail

Wabtec•Pittsburgh, PA

18h•$120,600 - $171,800

About The Position

The Digital Sales Director leads 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 increase adoption of digital technologies, expand market share, and strengthen partnerships with transit agencies, passenger rail operators, engineering firms, and prime contractors. The Director oversees a sales team, serves as the primary executive interface for key customers across North America, and reports directly to the Vice President, Passenger Rail. The position leads commercial strategy, strategic account planning, opportunity development, pipeline management, capture planning, bid strategies, and proposal development. It builds executive-level customer relationships and aligns customer objectives with Wabtec's digital solutions, including signaling systems, PTC, train dispatch, SCADA, passenger information systems, and wayside inspection technologies. The Director champions consultative selling, ensures sales targets and performance objectives are achieved, and partners across Commercial Operations, Product Management, Engineering, Finance, Contracts, and Customer Support to deliver integrated solutions and successful project outcomes. The role also leads, coaches, and develops sales professionals; oversees customer satisfaction objectives and improvement plans; and acts as executive sponsor for strategic accounts and major opportunities. The position 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 within rail transportation or a related industry.
Proven success developing and executing growth strategies in project-based sales environments.
Ability to travel up to 50%.
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 and strong execution skills.
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.

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.
Passion for continuous learning, collaboration, innovation, and commercial excellence.

Responsibilities

Lead commercial strategy and revenue growth for Wabtec's Digital Intelligence solutions 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 disciplined pipeline management.
Build and maintain relationships with customer and partner executives and operations leaders.
Develop account strategies that align customer objectives with Wabtec's technology and digital solutions.
Expand Wabtec's presence across signaling systems, PTC, train dispatch systems, SCADA, passenger information systems, and wayside inspection technologies.
Understand customer operational challenges and provide outcome-based solutions as a trusted advisor.
Lead, coach, and develop a high-performing sales team.
Champion consultative selling 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.
Collaborate 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.