Business Development Manager, Data Centers

Fortive

About The Position

Market Expansion & Business Development 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. 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.

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.
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.