Job Description

About the Company - Our client, a billion-dollar IT & Engineering services company, is seeking a high-performing Sales Director with a pure hunter mindset to drive net-new business in the North American Rail industry. The ideal candidate brings deep technical knowledge of rail systems, such as signaling, rolling stock, safety-critical systems, and digital rail infrastructure, and a proven ability to sell engineering and IT services into large, complex rail organizations.

About the Role - Key Responsibilities:

• Drive New Business in the Rail Segment - Identify, qualify, and close new business opportunities across Rail OEMs, Operators, and System Integrators. Sell into Engineering, Operations, and IT departments with a clear understanding of their pain points. Build a pipeline from scratch using market intelligence, partner networks, and personal outreach.
• Sell Complex, Technical Solutions - Understand client environments involving signaling systems (CBTC, ETCS), rolling stock control systems, condition-based monitoring, track & asset management, and onboard software platforms. Scope and position engineering services (design, development, validation, safety engineering) and IT/OT services (PLM/PDM, SCADA, predictive maintenance, digital twin, IoT platforms). Translate technical discussions into business outcomes to influence Engineering Heads, CIOs, and COOs.
• Own the Sales Process End-to-End - Develop and deliver compelling proposals, value propositions, and solution pitches. Collaborate with presales and delivery teams to define delivery models (T&M, milestones, managed services). Negotiate contracts and commercial terms to close deals quickly and effectively.
• Build Market Presence and Ecosystem Relationships - Represent our client at industry events and through targeted outbound efforts. Establish strategic relationships with local technology and staffing partners to expand solution delivery. Maintain strong intelligence on competitors and market shifts in the rail technology space.
• Transition and Grow Accounts - Once a deal is won, ensure a smooth handoff to delivery and stay engaged to grow the account. Identify opportunities to upsell and cross-sell across new departments or subsidiaries.

Qualifications - Ideal Candidate Profile:

• From the Rail Industry (OEM/SI/Operator) - Hands-on experience with railway products or programs—e.g., signaling systems, control & communication systems, onboard diagnostics, or maintenance platforms. Experience working with or selling into teams responsible for safety-critical systems, standards compliance (e.g., EN50126/8/9, AREMA, FRA), or vehicle control systems. Familiarity with industry-specific digital platforms like PTC, ERTMS, CBTC, or condition-monitoring tools.
• From Services or Tech Providers to the Rail Industry - Proven track record selling engineering, IT, or digital transformation services to rail customers. Strong consultative selling background with experience influencing Engineering Directors, IT heads, and Program Managers. Experience leveraging tech ecosystems (AWS, Azure, SAP, Siemens Teamcenter, IBM Maximo, etc.) for digital rail implementations.

Required Skills - What You Bring:

• Hunter DNA – not just a relationship manager; you actively find and close new deals.
• Engineering acumen – ability to speak fluently with technical teams and bridge tech with business value.
• Strong stakeholder mapping and influence skills – from technical leads to the C-suite.
• Excellent written and verbal communication, with a knack for storytelling and proposal development.

Job Tags

Similar Jobs