Manager Business Development - Dynamics 365

Caterpillar Inc.•Peoria, IL

5d•$147,760 - $221,640

About The Position

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. The Manager, Business Development is responsible for leading global business development efforts for Cat Converge Suite, a Caterpillar Dealer ERP with a primary focus on dealer engagement, early-stage solutioning, showcasing product offerings and capabilities to drive dealer adoption. This role leads a team of business development professionals responsible for identifying dealer needs, designing solutions, partnering across engineering, product teams, and Microsoft to gain dealer commitment to purchase and deploy. 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.

Requirements

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.
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

Bachelor’s degree in Business, Information Systems, Engineering, or related field.
7+ years of experience in business development, sales, or pre-sales within enterprise software or technology environments.
Demonstrated experience building and managing sales pipeline in complex enterprise environments.
Lead business discovery workshops with dealer stakeholders
Experience working with cross-functional teams in a global, matrixed organization.
Experience with Microsoft Dynamics 365 (Customer Engagement and/or Finance & Operations).
Strong understanding of ERP, CRM, and digital transformation platforms.
Experience in dealer, distribution, manufacturing, or industrial sectors.
Proven ability to translate technical solutions into business value.
Experience working across global markets and diverse stakeholder groups.
Working knowledge of Dynamics 365 Customer Engagement (Sales, Customer Service, and Field Service)
Ability to demonstrate end-to-end business processes within D365
Understanding of ERP architecture, master data, workflows, security roles, and integrations
Identify solution fit, process gaps, risks, and integration requirements
Develop high-level solution recommendations aligned to dealer business objectives
Translate dealer requirements into actionable discussions with Product, Engineering, and Deployment teams
Support business case development and value realization planning
Working knowledge of: Power Apps, Power Automate, Dataverse
Should 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.)

Responsibilities

Identifying and analyzing dealer organization's strengths and weaknesses and responding to opportunities to align product capabilities to dealer value.
Develop and nurture a strong pipeline with ongoing, day to day management of data accuracy
Developing and managing a business development program in alignment with long and short-term strategies;
Oversee development and delivery of tailored product demonstrations that align to dealer business needs and scenarios.
Drive high-quality product value presentations that clearly articulate business outcomes and return on investment.
Coordinate and integrate subject matter experts (SMEs) across functional areas (Sales, Service, Supply Chain, Finance) into dealer engagements.
Ensure structured and consistent approach to dealer workshops, meetings, and solutioning sessions.
Partner with pipeline management and sales teams to align solutioning efforts with opportunity progression and deal strategy.