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.

About Customer Solutions Growth Regions Division 

This team, alongside dealers, engages closely with customers to create, customize and adapt solutions to meet their needs by leveraging the extensive range of offerings available today across products and services, digital and technology, rental and used, and financing.  

The division is regionally focused on Africa, the Middle East, Eurasia, Asia (excluding Japan), and Latin America (LATAM) and organized into three functional areas: Customer Facing, Customer Solutions and Business Enablers.  

This role is part of the Customer Solutions team focused on designing and delivering solutions in the areas of product, services and technology. The role will: 

• Support Field Teams, Dealers & Customer with deep Product and Services expertise. 

• Focus Product, Services & Technology development on solving customer problems at the segment and site level. 

• Drive proactive Technology Adoption and Product & Services health management leveraging data insights from connected field population. 
   

What you will do:

The Manager of Sales Enablement is a strategic leader responsible for transforming our sales organization from product‑focused selling to true customer problem‑solving partners. This role designs, delivers, and scales a modern enablement ecosystem that equips our sales teams to deeply understand customer challenges, engage with industry‑specific insight, and position our solutions in the context of meaningful business outcomes.
This leader will guide the evolution from traditional feature‑based training to a dynamic, continuous enablement program driven by scenario‑based learning, industry playbooks, AI‑powered coaching, and microlearning  masterclass series. The ideal candidate is a storyteller, strategist, and educator with a passion for empowering sales teams to deliver measurable impact for customers.

Skill you should have

Transform the Enablement Strategy

• Lead the shift from product/application training toward outcome‑focused, customer‑centric sales enablement.
• Equip reps to diagnose customer challenges such as productivity gaps, cost leakage, downtime, compliance, safety, and operational inefficiencies.
• Build frameworks that help teams articulate why customers should care and what KPIs or business outcomes are affected.

Develop Industry & Persona‑Focused Playbooks

• Create tailored playbooks for key industries including Quarry, Civil Construction, Agriculture, and Mining Contractors.
• Define industry challenges, with clear persona segmentation and specific KPIs
• Train reps to position product capabilities through the lens of these challenges.

Lead the Future-State Learning Program

• Build and manage masterclass micro‑learning series
• Deliver continuous enablement via:
  • Scenario‑based microlearning simulations
  • Real customer case studies
  • AI‑powered sales coaching
  • Deal intelligence reviews
  • Win‑loss learning loops
  • Digital tools and content for in-field discussions

Drive Sales Performance & Capability

• Partner with Sales Leadership to identify skill gaps and high‑value learning opportunities.
• Enable reps to deliver scenario‑driven demos tied to customer KPIs rather than product walkthroughs.
• Ensure enablement aligns with pipeline quality, deal velocity, and customer success outcomes.

Program Leadership & Execution

• Own end‑to‑end enablement program management including content creation, delivery, measurement, and optimization.
• Facilitate cross-functional alignment with Product, Marketing, Customer Success, and Field teams.
• Measure and report on enablement effectiveness and its influence on sales performance.

Basic Requirements:

Essential

• Proven experience in Sales Enablement, Sales Leadership, Learning & Development, or similar role.
• Demonstrated ability to create customer‑centric enablement experiences.
• Strong understanding of value‑based selling, discovery frameworks, and outcome‑based messaging.
• Exceptional facilitation and communication skills.
• Ability to translate complex information into simple, actionable programs.
• Experience in building scalable enablement programs and frameworks.
• Fluent in spoken and written English
• Above-average commitment and willingness to travel (at least 50% of the time)

Preferred

• Experience in heavy equipment, construction, agriculture, mining, or industrial sectors.
• Knowledge of operations, fleet management, or field service workflows.
• Familiarity with AI‑enabled coaching tools, win‑loss analysis, and competency frameworks.
• Program management certifications or instructional design experience

• Completed engineering or business degree.

Posting Dates:

March 2, 2026 - March 9, 2026

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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