Career Area:
Sales
Job Description:
Job Summary:
The Manager, Business Development is responsible for leading global business development efforts for Cat Converge Suite, a Caterpillar Dealer ERP with a primary focus on dealer engagement, early-stage solutioning, showcasing product offerings and capabilities to drive dealer adoption.
This role leads a team of business development professionals responsible for identifying dealer needs, designing solutions, partnering across engineering, product teams, and Microsoft to gain dealer commitment to purchase and deploy.
The position plays a critical leadership role in accelerating dealer adoption by driving a proactive, value-led engagement model and establishing scalable, repeatable approaches to dealer interaction.
What You Will Do:
- Identifying and analyzing dealer organization's strengths and weaknesses and responding to opportunities to align product capabilities to dealer value.
- Develop and nurture a strong pipeline with ongoing, day to day management of data accuracy
- Developing and managing a business development program in alignment with long and short-term strategies;
- Oversee development and delivery of tailored product demonstrations that align to dealer business needs and scenarios.
- Drive high-quality product value presentations that clearly articulate business outcomes and return on investment.
- Coordinate and integrate subject matter experts (SMEs) across functional areas (Sales, Service, Supply Chain, Finance) into dealer engagements.
- Ensure structured and consistent approach to dealer workshops, meetings, and solutioning sessions.
- Partner with pipeline management and sales teams to align solutioning efforts with opportunity progression and deal strategy.
What You Will Have:
- 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.
- Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
- 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.
- 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.
- Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
- 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.
Considerations For Top Candidates:
- Bachelor’s degree in Business, Information Systems, Engineering, or related field.
- 7+ years of experience in business development, sales, or pre-sales within enterprise software or technology environments.
- Demonstrated experience building and managing sales pipeline in complex enterprise environments.
- Lead business discovery workshops with dealer stakeholders
- Experience working with cross-functional teams in a global, matrixed organization.
- Experience with Microsoft Dynamics 365 (Customer Engagement and/or Finance & Operations).
- Strong understanding of ERP, CRM, and digital transformation platforms.
- Experience in dealer, distribution, manufacturing, or industrial sectors.
- Proven ability to translate technical solutions into business value.
- Experience working across global markets and diverse stakeholder groups.
- Working knowledge of Dynamics 365 Customer Engagement (Sales, Customer Service, and Field Service)
- Ability to demonstrate end-to-end business processes within D365
- Understanding of ERP architecture, master data, workflows, security roles, and integrations
- Identify solution fit, process gaps, risks, and integration requirements
- Develop high-level solution recommendations aligned to dealer business objectives
- Translate dealer requirements into actionable discussions with Product, Engineering, and Deployment teams
- Support business case development and value realization planning
- Working knowledge of: Power Apps, Power Automate, Dataverse
- Should understand: API-based integrations, Azure Integration Services concepts, Data migration considerations, Identity and security concepts, Dealer ecosystem integrations (CRM, service systems, rental systems, finance systems, CPQ, eCommerce, etc.)
Summary Pay Range:
$147,760.00 - $221,640.00
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.
Benefits:
Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.
Medical, dental, and vision benefits*
Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
401(k) savings plans*
Health Savings Account (HSA)*
Flexible Spending Accounts (FSAs)*
Health Lifestyle Programs*
Employee Assistance Program*
Voluntary Benefits and Employee Discounts*
Career Development*
Incentive bonus*
Disability benefits
Life Insurance
Parental leave
Adoption benefits
Tuition Reimbursement
* These benefits also apply to part-time employees
Visa Sponsorship is not available for this position.
Posting Dates:
September 2, 2026 - September 20, 2026
