Account Manager - Electric Power

Caterpillar Inc.•Irving, TX

2d•Onsite

About The Position

The Electric Power Division is seeking a Key Account Manager to join our team and lead strategic account development efforts across priority customer segments. This role is responsible for identifying and developing new customer opportunities, building trusted relationships with end users and influencers, and engaging Caterpillar dealers to convert opportunities into booked business. This position is not a direct selling role. Instead, the Key Account Manager acts as a technical and commercial expert, customer advocate, and orchestrator—bringing together Caterpillar capabilities, dealer resources, and partner networks to solve customer energy challenges using generator sets and integrated electric power solutions. The ideal candidate brings strong generator set and power systems expertise, deep experience working with customers and dealers, and the ability to influence decisions early in the project lifecycle.

Requirements

Bachelor’s degree in business or a related engineering field from an accredited university or college; Electrical Engineering and/or Mechanical Engineering degree preferred.
Minimum 5 years of experience in power generation technology with emphasis on generator sets and power system applications.
Prior experience working directly with customers or distributors in an account management, technical sales, or business development role.
Ability to communicate complex technical concepts clearly to non-technical and executive audiences.
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.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
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.

Nice To Haves

Broad business background combined with strong technical expertise in power generation systems.
Prior field, dealer, customer, or application engineering experience.
Demonstrated success influencing customers and partners without direct selling authority.
Strong collaboration, relationship-building, and problem-solving skills.
Comfortable working across regions, cultures, and organizations to align diverse stakeholders.

Responsibilities

Identify, qualify, and develop new customer opportunities across target segments, with an emphasis on early engagement and demand creation.
Develop and execute Key Account Plans, including account strategies, stakeholder mapping, opportunity tracking, and long-term growth plans.
Establish and maintain high-level relationships with customer decision makers, consultants, developers, EPCs, and other influencers who shape power system specifications and purchasing decisions.
Advise customers on power generation solutions.
Work closely with Caterpillar dealers to align on account strategies, clarify roles, and ensure seamless coverage from opportunity identification through deal closure and support.
Maintain clear communication across product, industry, dealer, and customer stakeholders to build alignment and momentum.
Capture customer feedback and competitive insights to improve Caterpillar’s value proposition and account strategies.