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.

Cat Digital is the digital and technology arm of Caterpillar Inc., leveraging the latest technologies to build industry leading digital solutions for our customers and dealers. With over 1.5 million connected assets worldwide, our teams use data, technology, advanced analytics, telematics and AI capabilities to help our customers build a better, more sustainable world.

Job Summary:
The Senior Manager; Business Development – Dynamics 365 is responsible for leading global business development efforts for Cat Converge Suite, a Caterpillar Dealer ERP with a primary focus on pipeline creation, dealer engagement, and early-stage solutioning. This role leads a team of business development professionals responsible for pipeline management, relationship development, and identifying dealer needs to generate qualified opportunities for the product sales organization.

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 organization's strengths and weaknesses and responding to opportunities in business development and operations environment.

• Supervising and coordinating the daily activities of staff engaged in promoting a product, driving operational improvement, and overseeing the resolution of customer complaints.
• Support business development team in product discussions & product demonstrations
• Lead and execute top-of-funnel business development strategy across targeted global dealer accounts.
• Own pipeline creation, ensuring quality opportunity development aligned to strategic deployment priorities.
• Drive dealer engagement through structured prospecting, stakeholder alignment, and relationship management.
• Lead product advocacy efforts, translating Cat Converge Suite capabilities into clear business value for dealers.
• Manage D365 Sales as your business development CRM to document opportunities, manage contacts, oversee pipeline health.

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.
• Strategic Thinking: Knowledge of the importance of "big picture" thinking and planning; ability to apply organizational acumen and competitiveness to identify and maintain focus on key success factors for the organization.
• 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.
• 10+ years of experience in business development, sales, or pre-sales within enterprise software or technology environments.
• 3+ years of leadership experience managing sales, business development, or pre-sales teams.
• Demonstrated experience building and managing sales pipeline in complex enterprise environments.
• Experience working with cross-functional teams in a global, matrixed organization.
• Experience with Microsoft Dynamics 365 Finance & Operations (F&O)
• Experience with of Dynamics 365 Customer Engagement (Sales, Customer Service, and Field Service)
• Experience in dealer, distribution, manufacturing, or industrial sectors.
• Demonstrable experience conducting D365 product demonstrations
• Lead business discovery workshops with dealer stakeholders
• Working knowledge of: Power Apps, Power Automate, Dataverse
• 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:

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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