Defense Business Development Manager & Territory Sales Leader

Fluke Corporation is seeking a high-impact Defense Business Development Manager & Territory Sales Leader to join their growing Fluke Calibration team. This role combines strategic business development with direct sales ownership in the Gulf States territory, focusing on identifying early-stage program opportunities and driving revenue growth across Defense and commercial customers.

Responsibilities:

• Lead engagement with major Defense Prime contractors and regional customers to identify, develop, and capture multi-year opportunities
• Influence program specifications and pre-solicitation requirements to position Fluke Calibration solutions early in the acquisition process
• Own full sales responsibility for the Gulf States territory, including government and commercial accounts
• Build trusted relationships with program-level stakeholders across Lockheed Martin, Raytheon, Northrop Grumman, and other Defense Supporting Primes
• Drive funnel creation, forecast accuracy, and quarterly performance to meet or exceed revenue targets
• Expand customer adoption of calibration instruments, service contracts, and software solutions
• Collaborate cross-functionally with Product Management, Engineering, and Business Leadership to align customer insights with technology roadmaps and long-term growth plans
• Identify and develop opportunities across metrology modernization, electronic warfare, radar, RF sensing, and calibration system upgrades
• Strengthen customer relationships through consistent engagement, on-site demonstrations, solution consulting, and post-award support
• Develop and execute strategic account plans that align with both program-level initiatives and regional market growth

Requirements:

• 10+ years of experience in Defense programs, metrology, calibration systems, or technical sales
• Proven track record of building and managing strategic customer relationships with Defense primes or military programs
• Strong understanding of ISO/IEC 17025, calibration standards, or technical laboratory operations
• Demonstrated success in influencing early-stage program requirements and shaping strategic opportunities
• Ability to manage complex funnels and consistently meet or exceed annual sales goals
• Exceptional communication and presentation skills with experience engaging executive and technical stakeholders
• Willingness to travel up to 40–50% to customer sites, program offices, or industry events
• Must reside within the territory (Florida, Mississippi, Alabama, Tennessee, Louisiana)
• Direct experience working with Lockheed Martin, Raytheon, Northrop Grumman, or U.S. DoD metrology organizations
• Familiarity with SaaS calibration platforms or data-driven workflows
• Prior leadership experience managing cross-functional projects
• Active participation in industry standards groups (e.g., NCSLI, ISO committees)