Account Manager - CS

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. What you will do: Oversee and coordinates all sales and various solution programs of aftermarket products and services within an assigned geographic area and for specific customer accounts. Directs resources in various areas to respond to customer needs, to finalize the contract or purchase order and meet customer expectations. • Capture bookings to meet the sales plan and forecast for the assigned accounts to achieve targets/plans. • Applies knowledge of turbomachinery products and services in the Oil and Gas and Power Generation markets to identify sales opportunities, propose solutions, and to convince customers that the company’s products are differentiated in the market and is the best company to meet their needs. • Develops a sales plan and forecast for assigned territory to support companywide goals and strategies. • Manages client relations, develops new and existing relationships. Manages customer interface and on-going relations with clients to assure all technical services are delivered as expected, to assure the next sale, and to assure the company delivers to customer expectations. • Ensures all activities to fulfill contracts are in compliance with all company policies. Relocation is available for this role What you will have: Candidates must demonstrate proven, hands‑on experience with turbomachinery relevant to Solar Turbines’ products and services, including industrial gas turbines, power generation packages, mechanical drive systems, and/or gas compression packages. Experience may include supporting the design, application, operation, service, sales, optimization, or lifecycle support of gas turbine‑driven equipment used in power generation or motor‑driven applications. Degree or equivalent experience desired 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 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. • Advises others on creating customer focused environments in various scenarios. • Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations. • Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives. • Communicates and models the criticality of customer focus as an organizational strategy. 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 Extensive Experience: • Reviews others' writing or presentations and provides feedback and coaching. • Adapts documents and presentations for the intended audience. • Demonstrates both empathy and assertiveness when communicating a need or defending a position. • Communicates well downward, upward, and outward. • Employs appropriate methods of persuasion when soliciting agreement. • Maintains focus on the topic at hand. 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 Extensive Experience: • Ensures negotiators have awareness of complementary yet diverse interests. • Successfully completes significant negotiations, both internal and external. • Details the risks of negotiation breakdown from each party's perspective. • Protects own position, while demonstrating willingness to achieve win-win. • Identifies similarities and differences in position and assesses impact on discussions. • Detects and addresses lack of progress or a stalemate. 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. Technical Excellence: Knowledge of a given technology and various application methods; ability to develop and provide solutions to significant technical challenges. Level Working Knowledge: • Provides effective technical solutions to routine functional challenges via sound technical competence, effectively examining implications of events and issues. • Effectively performs the technical job aspects, continuously building knowledge and keeping up-to-date on technical and procedural job components. • Applies technical operating and project standards based on achieving excellence in delivered products, technologies and services. • Applies current procedures and technologies to help resolve technical issues in one's general area of technical competence. • Helps others solve technical or procedural problems or issues. Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients. Level Working Knowledge: • Participates in orchestrating and coordinating a team sale. • Uses proper resources for the day-to-day support of existing clients. • Analyzes the sales history and current activity for a specific account. • Coordinates with internal support functions to meet unique client needs. • Provides account management support to a specific customer or 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 Extensive Experience: • Acquires and retains customers in multiple settings using 'value selling' techniques. • Coaches others on the application of 'value selling' principles and practices. • Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently. • Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs. • Solicits feedback from the customer community as a valued service provider. • Teaches and coaches 'value selling' to others within the organization. Summary Pay Range: $120,600.00 - $180,900.00 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 This position requires working onsite five days a week. Visa Sponsorship is not available for this position. Posting Dates: May 27, 2026 - June 9, 2026 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. Not ready to apply? Join our Talent Community. Powering the future through innovative, sustainable energy solutions. Solar Turbines Incorporated, headquartered in San Diego, California, is a wholly owned subsidiary of Caterpillar Inc. Solar manufactures the world’s most widely used family of mid-sized industrial gas turbines, ranging from 1 to 39 megawatts. More than 16,000 Solar units are operating in more than 100 countries with more than 3 billion operating hours. Solar is a leading provider of energy solutions, featuring an extensive line of gas turbine-powered compressor sets, mechanical drive packages, and generator sets. Solar’s customers put the company’s products to work in many areas, including production, processing and pipeline transmission of natural gas and crude oil, and generation of electricity and thermal energy for processing applications, such as manufacturing chemicals, pharmaceuticals, and food products. Solar’s foundation is people and Solar’s culture is one where individual contributions are valued, diversity in the workplace is encouraged, and safety is emphasized in all aspects of the business. Solar Turbines is comprised of a dedicated and multi-talented workforce of more than 9,000 employees with decades of experience working as a global team.