Account Manager Caterpillar Defense

Career Area:

Sales

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, you're joining a global team who cares not just about the work we do – but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don't just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it.

About Caterpillar Defense

Caterpillar Defense proudly serves all branches of the U.S. military and federal government, allied militaries and governments, and original equipment manufacturers. For over 100 years, we have supplied reliable products and solutions to government agencies and military forces worldwide, supporting people who put their lives on the line to provide security, generate energy and supply humanitarian aid.

Today, we continue to deliver leading-edge products and global services, working around the clock and around the world to deliver the power and performance that customers need. Caterpillar’s largest single customer is the U.S. Department of Defense.190,000+ machines, tanks, tactical vehicles, and submarines move missions forward with Cat engines. We also provide solutions for power generation and surface ships. Cat has powered crucial engineering and logistical operations in every major conflict since WWI

Job Summary:

The US Vehicle Power Train Account Manager focus on growing new and increase current business opportunities with key US based defense contractors. As part of the sales team in Caterpillar Defense, focus will be with the development of sound business relationships with government customers, original equipment manufacturers, dealers, and other relevant strategic partners. Reporting directly to the Caterpillar Defense International Sales Manager, this position requires a strong, motivated, self-driven individual with defense experience, industry knowledge and an ability and hunger to learn from a strong team.

What You Will Do:

• Management of key US based defense accounts for vehicle powertrain alongside other US focused members of the team.

• Work with Business Development and other cross functional teams to deliver Cat Defense as the best solution and achieve increased growth opportunities.

• Present growth opportunities to key stakeholders for business go/no go decisions.

• Be a strong advocate for Cat Defense with key customers, operators and industry to increase, manage and communication both internally and externally - key growth opportunities.

• Represented Caterpillar & Cat Defense at key defense exhibitions

• Create a strong link and business relationship with key accounts

• Work with senior management to establish a vision and overarching strategy needed to accomplish sales growth goals that aligns to Caterpillar Defense’s objectives.

• Create a sense of urgency and intense customer and dealer focus with close collaboration with partners to deliver high levels of customer satisfaction and sales growth year over year.

• Effectively manage and analyze the customer throughout the lifecycle, with a goal of improving customer relationships and driving sales growth.

• Develop effective internal partner relationships and relationships with major customers so that sales objectives can be achieved.

• Consult with various departments within Caterpillar regarding the direction and strategies that key industry leaders will be adopting in the future.

• Collaborate with dealers and districts about sales and service support of product to “corporate account” customers.

• Ensure that account decision makers have been fully exposed to the features/ benefits available from Caterpillar products, dealer, and marketing before they finalize purchasing decisions.

• Communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations.

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.

Level Extensive Experience:

• Facilitates creation of the 'right' products and services to resolve customer business issues.

• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.

• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer 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 Extensive Experience:

• Educates others on own organization in terms of the industry - its market position, niche (if any), etc..

• Compares and contrasts the latest developments and emerging issues in the industry.

• Raises coworkers' awareness of industry standards, practices and guidelines.

• Assesses how regulatory and reporting requirements apply to own organization.

• Explains the development of industry segments - trends, consequences, key issues.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Level Extensive Experience:

• Communicates to clients regarding expectations of all parties.

• Participates in negotiating the terms of the business relationship.

• Conducts periodic reviews of work effort, progress, issues, and successes.

• Maintains productive, long-term relationships with clients or vendors.

• Creates opportunities to educate support teams on client priorities

• Empowers others to establish collaborative, healthy relationships.

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 Expert:

• Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.

• Researches customer's industry, strategies, environment and plans to support their business needs.

• Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues.

• Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals.

• Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'.

• Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).

Additional Information:

• This position is in Dallas, TX and requires a 5-day-a-week in office presence

• Domestic travel up to 25% & minimal international travel is required

• Domestic relocation assistance is not offered for this position

U.S. law prohibits the release of U.S. controlled technology and technical data to certain persons without authorization. This position involves items or information which may be subject to the International Traffic in Arms Regulations (ITAR) or controlled for national security or other reasons under the Export Administration Regulations (EAR). By applying to this position, you acknowledge that you are a U.S. citizen; not hold dual citizenship with another county; and are willing to present evidence of your U.S. citizenship.

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Summary Pay Range:

$126,000.00 - $189,000.00

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

Posting Dates:

September 25, 2025 - October 1, 2025

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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