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Pre Sales Solution Architect
Pre Sales Solution ArchitectWabtec • City of Brisbane, Queensland, Australia
Pre Sales Solution Architect

Pre Sales Solution Architect

Wabtec • City of Brisbane, Queensland, Australia
26 days ago
Job description

It’s not just about your career or job title… It’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.
  • Provide vision, define system and application architecture, problem anticipation and problem solving ability across the landscape of our industrial platform.
  • 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, RFPs 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.
  • Minimum 10+ years’ work experience in Software or IT Systems development and / or application.
  • 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
  • Deep understanding of the technology stack to include OS, DB, middleware, application layer, virtualization and cloud technologies
  • Strong interpersonal skills, including creativity and curiosity with ability to effectively communicate and influence solution direction to both technical and non-technical audiences alike across all organizational levels
  • Ability to deal with ambiguity, strategic agility, manage diversity and drive for results

    • We are a 2025 Circle Back Initiative Employer, we commit to respond to every applicant.

    Who are we?

    Wabtec Corporation is a leading global provider of equipment, systems, digital solutions, and value-added services for freight and transit rail as well as the mining, marine, and industrial markets. Drawing on nearly four centuries of collective experience across Wabtec, GE Transportation, and Faiveley Transport, the company has grown to become One Wabtec, with unmatched digital expertise, technological innovation, and world-class manufacturing and services, enabling the digital-rail-and-transit ecosystems.

    Wabtec is focused on performance that drives progress and unlocks our customers’ potential by delivering innovative and lasting transportation solutions that move and improve the world. We are lifelong learners obsessed with making things better to drive exceptional results. Wabtec has approximately 27K employees in facilities throughout the world. Visit our website to learn more! http : / / www.WabtecCorp.com

    Our Commitment to Embrace Diversity :

    Wabtec is a global company that invests not just in our products, but also our people by embracing diversity and inclusion. We care about our relationships with our employees and take pride in celebrating the variety of experiences, expertise, and backgrounds that bring us together. At Wabtec, we aspire to create a place where we all belong and where diversity is welcomed and appreciated.

    To fulfill that commitment, we rely on a culture of leadership, diversity, and inclusion. We aim to employ the world’s brightest minds to help us create a limitless source of ideas and opportunities. We have created a space where everyone is given the opportunity to contribute based on their individual experiences and perspectives and recognize that these differences and diverse perspectives make us better.

    We believe in hiring talented people of varied backgrounds, experiences, and styles… People like you! Wabtec Corporation is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or protected Veteran status. If you have a disability or special need that requires accommodation, please let us know.

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    Solution Architect • City of Brisbane, Queensland, Australia