Raphael G.

Judge
DISC Type : Dc

Director - Advanced Rail Technology (Australia & APAC) at Progress Rail, A Caterpillar Company

Perth, Western Australia, Australia

Overview

Raphael is a global executive leader with nearly two decades of experience in the railway industry, specializing in delivering complex projects across engineering, signalling, and train control. He holds a PMP certification and has studied at INSEAD and Delft University of Technology. Colleagues describe him as focused, determined, and a committed problem-solver.

His career is distinguished by hands-on leadership roles across Europe, North America, Australia, South America, and Africa, including work with Class One Railroads.

Personality Overview

Demanding

Quality Focused

Fast But Wary

They respond well to strong and respectful communication.  More than the product, they care about the impact of the product. They are not always relationship oriented.

Topics They Care About

Advanced Rail Tech
As Director of Advanced Rail Technology for the APAC region at Progress Rail, he is the key interface between customers and global development teams in the US and Brazil.
AI in Heavy Industry
He recently attended a Gartner session on this topic, actively connecting insights on AI to cutting-edge trends in the rail and transport sector.
Global Project Delivery
He has managed a worldwide portfolio of strategic railway initiatives, overseeing greenfield and brownfield projects in Oceania, North America, South America, and Africa.

Media Appearances

Raphael has no verified media appearances

Work History

6-2025
Director - Advanced Rail Technology (Australia & APAC) at Progress Rail, A Caterpillar Company
9-2024 - 6-2025
Transportation, Railway Systems & OT Projects (Lead) at Arc Infrastructure
4-2022 - 9-2024
Transportation & Railway Systems Projects Manager at Arc Infrastructure
1-2020 - 4-2022
Director of Project & Portfolio Management (Worldwide) and New Business Development (USA & Europe) at Alta Rail Technology
8-2019 - 4-2022
Project Director at Alta Rail Technology

Education

11-2024 - 5-2025
Executive Programme from INSEAD
2-2024 - 12-2024
Railway Engineering from Delft University of Technology

More Information

Social Presence :

Prographics :

Exp : 10 Location : Perth, Western Australia, Australia Job Level : Mid-senior Designation : Director - Advanced Rail Technology (Australia & APAC) at Progress Rail, A Caterpillar Company
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Insights For Selling To Raphael

During A Call Or A Meeting

DO's

  • Hold your ground without indulging in one-upmanship
  • Speak about competitive differentiation that your product offers
  • Help them weigh the risks by sharing objective proof points without becoming too analytical

DONT's

  • Don’t take too much time in sending them information if they ask for any
  • Don’t be in a rush to invite them for a social meet and greet
  • Don't try too hard to forge relationships with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Raphael is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Raphael

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Raphael move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Raphael take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Raphael

Personality Compatibility


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