Career Area:

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.

As a Senior Account Manager on our Go-To Market Business Development Team, you will play a pivotal role in shaping the future of large-scale Greenfield and Brownfield mining expansions. This is a strategic, customer-facing role where you’ll lead complex projects, strengthen executive-level relationships, and influence key decisions that drive Caterpillar’s long-term growth.

You will partner closely with dealers and internal Caterpillar stakeholders across the full planning and bid lifecycle—crafting integrated, customer-focused solutions that position us to win major opportunities. Your work will directly support enterprise growth strategies, business development efforts, and successful commercial outcomes.

What You’ll Do

Drive market intelligence: Conduct market and competitive analysis to understand emerging trends, anticipate customer needs, and identify competitive positioning.

Lead opportunity development: Collaborate with regional teams to identify, evaluate, and support the pursuit of large Greenfield mine development and major Brownfield expansion projects.

Influence senior decision-makers: Support commercial reviews and deliver strategic recommendations to Resource Industries (RI) Senior Leadership.

Develop comprehensive project proposals: Build financial models, Total Cost of Ownership (TCO) analyses, engagement strategies, and project status updates for key opportunities.

Strengthen customer & dealer partnerships: Build and maintain trusted relationships with dealer leadership, sales executives, and senior-level customer stakeholders.

Enhance internal alignment: Provide ongoing updates to regional leadership and cross-functional partners through quarterly and annual engagement processes.

Lead proposal creation & support deal closure: Prepare high-quality sales proposals and take a proactive role in guiding opportunities toward successful close.

What skills you will have:

Value Selling: Strong understanding of the mining value chain, mining operations, and mining applications. Broad company knowledge and a good understanding of sales models, including financial modeling, and/or sales management experience. Understanding of our deal financial analysis process and the impact commercial opportunities have on our short-term and long-term goals for Resource Industries

Strategic Thinking: An ability to take current issues and challenges with a customer/commercial opportunity, identify longer-term solutions, and then build a plan in the short, medium, and long term to deliver a solution.

Effective Communication: Superior communication skills – both written and verbal. Ability to provide regular, effective updates to regions, dealers, and RI Leadership. A keen attention to detail and the ability to adapt the message to the audience in all situations. Comfort with executive-level presentations and discussions

Customer Focus: An understanding of customer needs, perspectives and pain points for a commercial opportunity. Consistent evaluation of the impact our decisions and performance have on the customer’s experience

Critical Thinking & Decision Making: An ability to think through positives and negatives (risks) for all options, gain alignment, and methodically determine, in a fact-based way, the best solution

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. Experience working with all offerings (equipment, technology, support and solutions) that address the needs of mining customers at the equipment, system, site, and enterprise levels

Negotiating: Understanding of negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Relationship Management: Maintaining credibility in the regions, with dealers and customers and in the broader Cat organization through strong interaction and excellent follow-through on commitments and communication. Dealer and customer-facing experience.

Top candidates will have:

Bachelor's degree in mining engineering or similar.

Previous field experience, preferably as a machine or aftermarket sales representative.

Project management experience.

 Additional Information:

The primary work location for this role is Tucson, AZ, with a requirement to work on-site full-time at a Caterpillar facility.

Domestic relocation assistance is available

This position will require up to 25% travel both domestically and internationally.

Visa sponsorship, international assignments, or payroll transfers are not available for this role.

Summary Pay Range:

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:

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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