Key Accounts P18

Fortive Careers

1d•Remote

About The Position

The Business Development Manager, Data Centers, is responsible for accelerating Fluke’s penetration and market share across hyperscale, colocation, enterprise, and edge data center operators. This role blends strategic market development with hands-on selling to unlock new logo wins, drive product-line expansion, secure multi-site contracts, and influence standards to preference Fluke test and measurement tools. In addition to data center operators, this role will develop business with electrical contractors serving data center construction and maintenance, as well as power-generation and utility companies supporting data center loads and gray space infrastructure. A strong understanding of data center operations, commissioning, electrical systems, contractor workflows, and facility maintenance is essential.

Requirements

A strong understanding of data center operations, commissioning, electrical systems, contractor workflows, and facility maintenance is essential.

Responsibilities

Develop and execute strategic account plans for major data center operators to drive long-term partnerships and revenue growth.
Identify and convert new logo opportunities across operators, EPCs, electrical contractors, commissioning agents, utilities, and power-generation companies supporting datacenter loads and gray-space requirements.
Develop multi-year account strategies, map decision-makers and influencers, and maintain executive-level relationships to ensure alignment with customer priorities.
Develop standardized Fluke-preferred workflows and playbooks for data-center technicians, facility engineers, electrical contractors, and commissioning teams.
Drive adoption of Fluke solutions across construction, commissioning, operations, reliability, and electrical safety workflows.
Analyze competitive landscape and develop strategies to displace competitors and position Fluke as the preferred solution in data center workflows.
Articulate Fluke's differentiation in reliability, safety, and total cost of ownership during executive-level engagements.
Establish and execute a 12–24 month pipeline focused on critical product categories, including power quality, thermal imaging, digital multimeters, insulation testers, vibration/condition monitoring, and electrical safety instrumentation.
Own revenue targets, margin improvement, and customer satisfaction metrics for assigned key accounts.
Generate early-stage funnel through proactive outreach to electrical contractors, utility partners, and power-generation entities supporting data-center projects.
Drive demand through vertical events, industry associations, and strategic channel activation.
Co-sell with field sellers and channel partners to progress high-value deals through close.
Implement account-based strategies for top-tier operators, mapping decision-makers and prioritizing multi-site opportunities.
Influence standards and specifications at operators, EPCs, utilities, and electrical contractors to require Fluke tools across power, cooling, commissioning, electrical safety, and reliability workflows.
Secure multi-site and multi-year agreements that consolidate spend and reduce TCO for operators and supporting infrastructure partners.
Work closely with Marketing and Sales Enablement to deliver tailored solutions and presentations for verticalized content, case studies, and campaigns specifically designed for operators, contractors, and utility partners.
Provide VOC to Product Management to inform roadmap prioritization for data-center and electrical-infrastructure needs.
Support Sales Enablement in building segment-specific training for field sellers, distributors, and contractor-focused teams.
Serve as Fluke’s subject matter expert across the full data-center ecosystem, including operators, electrical contractors, utilities, and generation assets.
Represent Fluke at conferences, commissioning groups, electrical contractor forums, and technical associations tied to data centers and critical power.
Educate internal teams on emerging trends such as AI buildouts, liquid cooling, SMR-backed data centers, distributed power systems, utility-grid constraints, and reliability mandates.
Advise customers on compliance standards, regulatory frameworks, and uptime mandates impacting data-center operations.