Career Area:
Sales
Job Description:
Role Overview:
The Electric Power Division is seeking an Account Manager to join our team and lead strategic account development efforts across priority customer segments. This role is responsible for identifying and developing new customer opportunities, building trusted relationships with end users and influencers, and engaging Caterpillar dealers to convert opportunities into booked business.
This position is not a direct selling role. Instead, the Account Manager acts as a commercial expert, customer advocate, and orchestrator—bringing together Caterpillar capabilities, dealer resources, and partner networks to solve customer energy challenges using generator sets and integrated electric power solutions.
The ideal candidate brings generator set and power systems expertise, deep experience working with customers and dealers, and the ability to influence decisions early in the project lifecycle.
Additional Information:
- Travel: 30-50%, primarily domestic
- This role is based in Irving, TX
- This role offers domestic relocation
- Domestic Sponsorship is not offered for this position
- We're back! This office reports in-office 5 days per week (when not on business travel).
What You Will Do:
Account Ownership & Strategy
- Develop and execute global account strategies, building strong executive-level customer relationships.
- Serve as the single point of coordination across customers, internal teams, and the global dealer network.
- Align dealers and internal stakeholders on pricing, specifications, and commercial strategy.
Manage Channel Collaboration
- Facilitate collaboration across multiple dealers to support complex, multi-territory opportunities.
- Align internal teams and dealers to ensure seamless execution of customer requirements and timelines.
Customer Engagement & Experience
- Maintain strong relationships through ongoing engagement, feedback, and structured business reviews.
- Lead escalation management, ensuring timely and effective resolution across stakeholders.
Governance & Continuous Improvement
- Monitor account performance and drive alignment with KPIs, service levels, and commitments.
- Act as the voice of the customer to improve processes, solutions, and dealer collaboration.
Basic Qualifications:
- Bachelor’s degree in business or a related engineering field from an accredited university or college.
- Prior experience working directly with customers or distributors in an account management, technical sales, or business development role.
- Demonstrated success influencing customers and partners without direct selling authority.
- Ability to communicate complex technical concepts clearly to non-technical and executive audiences.
Top candidates will have:
- Broad business background combined with strong technical expertise in power generation systems.
- Prior field, dealer, customer, or application engineering experience.
- Strong collaboration, relationship-building, and problem-solving skills.
- Comfortable working across regions, cultures, and organizations to align diverse stakeholders.
Skill Descriptors:
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Level Working Knowledge:
- Communicates the importance of customer needs/expectations and commits to resolving them.
- Researches and verifies customer needs and expectations.
- Solicits customer satisfaction feedback and acts on improvement opportunities.
- Helps link organizational objectives to customer needs and expectations.
- Meets regularly with customers to understand their wants, needs and expectations.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Basic Understanding:
- Explains how own organization compares to others in the industry.
- Describes key products and services in the industry.
- Identifies key industry segments and associated characteristics.
- Names key industry players, leaders, and trendsetters.
Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Level Working Knowledge:
- Applies an assigned technique for critical thinking in a decision-making process.
- Identifies, obtains, and organizes relevant data and ideas.
- Participates in documenting data, ideas, players, stakeholders, and processes.
- Recognizes, clarifies, and prioritizes concerns.
- Assists in assessing risks, benefits and consideration of alternatives.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Level Working Knowledge:
- Delivers helpful feedback that focuses on behaviors without offending the recipient.
- Listens to feedback without defensiveness and uses it for own communication effectiveness.
- Makes oral presentations and writes reports needed for own work.
- Avoids technical jargon when inappropriate.
- Looks for and considers non-verbal cues from individuals and groups.
Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Level Working Knowledge:
- Works to achieve win-win in negotiations, rather than taking a win-lose approach.
- Focuses on issues rather than personalities.
- Uses active listening and probing techniques to surface problems, issues, and interests.
- Demonstrates a willingness to examine own position.
- Presents own position and listens attentively to position of others.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Working Knowledge:
- Provides prompt and effective responses to client requests and interactions.
- Monitors client satisfaction levels on a regular basis.
- Alerts own team to problems in client satisfaction.
- Differentiates the roles and responsibilities in a business relationship.
- Works with clients to address critical issues and resolve major problems.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Level Basic Understanding:
- Lists the major responsibilities of the account management function.
- Identifies the responsibilities and roles of a customer account team.
- Summarizes the concepts of account management.
- Locates where and how to obtain information on a specific account.
Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Level Working Knowledge:
- Uses 'value selling' techniques to successfully engage customers.
- Researches the customer's industry and organization before attempting sales calls.
- Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
- Quantifies proposed costs, benefits and value in customer terms.
- Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.
This position is posted until 11:59PM on 08/03/2026.
Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.
Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.
Relocation is available for this position.
Visa Sponsorship is not available for this position.
