Sr. Territory Sales Manager (Bay Area, CA)

Fortive•Everett, WA

4h•Remote

About The Position

The Sr. Territory Sales Manager, Bay Area, is responsible for accelerating Fluke's growth and market share across one of the most technology-dense regions in North America. This role combines hands-on field selling with distributor partnership to create customer demand, expand Fluke's presence in strategic accounts, and position Fluke as the preferred test and measurement provider across industrial, commercial, and high-tech markets. The Territory Sales Manager serves as Fluke's ambassador within the Bay Area, building trusted relationships with customers, distributors, and industry partners. Success in this role requires a passion for understanding customer challenges, delivering meaningful business outcomes, and continuously finding ways to provide customers with more value than they expect. Working independently and with high levels of ownership, this individual combines technical expertise, commercial acumen, and customer insight to drive sustainable growth and market leadership. In addition to territory ownership, this role serves as a strategic advisor to the commercial organization, helping identify emerging market opportunities, influencing regional growth strategies, and driving adoption of best practices across the broader sales organization. The successful candidate is recognized as a subject matter expert in technical selling, market development, and customer value creation within key growth segments.

Requirements

10+ years of successful experience in technical, industrial, electrical, automation, or solution-based sales environments with demonstrated success driving strategic growth initiatives and complex customer engagements.
Demonstrated expertise in strategic account planning and complex multi-stakeholder selling.
Experience influencing business strategy through voice-of-customer insights and market intelligence.
Proven ability to lead cross-functional initiatives without direct authority.
Recognized as a trusted advisor by customers, business partners, and internal stakeholders.
Demonstrated success managing a territory with high levels of autonomy, accountability, and ownership.
Proven ability to uncover customer needs, build business cases, and deliver value through consultative selling.
Experience selling technical solutions to industrial end users.
Proven ability to work through distributor networks and directly with end users.
Strong customer relationship-building and new business development skills.
Bachelor’s degree in Engineering, Business, or a related technical field (or equivalent experience).
Must reside in or be willing to relocate to the San Francisco Bay Area.
Must be able to lift 30 pounds daily.

Nice To Haves

Experience selling electrical test and measurement, thermal imaging, or calibration tools.
Existing relationships within Bay Area technology, utility, data center, or semiconductor sectors.
Familiarity with EV/EVSE infrastructure testing and commissioning.
Experience with CRM tools and data-driven territory planning.
Experience leveraging data, analytics, and continuous-improvement methodologies to improve commercial performance.
Track record of developing innovative approaches that create customer value and accelerate business growth.
Demonstrated learning agility and ability to adapt in dynamic and evolving markets.

Responsibilities

Develop long-term account growth strategies for priority customers and market segments.
Build relationships across technical users, operational leaders, safety professionals, engineers, and executive stakeholders.
Expand customer wallet share by aligning Fluke's portfolio to operational, reliability, safety, and productivity objectives.
Balance short-term revenue opportunities with sustainable long-term account growth strategies.
Leverage customer and market insights to identify emerging opportunities and influence future growth initiatives.
Identify and develop strategic growth initiatives across priority market segments including semiconductor, data center, EV infrastructure, renewable energy, and advanced manufacturing.
Influence regional commercial priorities through market intelligence, competitive insights, and customer trends.
Partner with commercial leadership to identify expansion opportunities and scalable growth strategies.
Serve as a resource and advisor to peers on complex account-development strategies and customer challenges.
Lead cross-functional initiatives that improve commercial effectiveness, customer engagement, and market penetration.
Pilot and evaluate new commercial approaches, technologies, and go-to-market strategies to accelerate growth.
Identify market trends and emerging customer needs and translate insights into actionable growth recommendations.
Actively promote Fluke products to achieve or exceed sales quota.
Develop a deep understanding of customer operations, maintenance workflows, safety requirements, and business objectives to identify opportunities for value creation.
Strategically plan territory saturation and implement strategies for expanding market share, prioritizing Bay Area growth verticals such as data centers, semiconductor, Electric Vehicle (EV), solar, advanced manufacturing, and biotech.
Proactively identify new ways to solve customer challenges through Fluke products, software, services, and emerging technologies.
Gather and share Voice of Customer insights to improve customer experience, strengthen commercial execution, and identify growth opportunities.
Use data, analytics, and market intelligence to prioritize territory activities and maximize business impact.
Host end users to build demand and manage the sales cycle from first meeting through closing.
Identify and pursue new business opportunities through proactive prospecting.
Prepare and deliver sales proposals and contracts.
Become a trusted technical advisor, applying expertise to help customers improve safety, productivity, reliability, compliance, and operational performance.
Provide product demonstrations, technical support, and training for customers and distribution partners.
Serve as a recognized subject matter expert within Fluke for key applications, industries, and emerging customer challenges.
Share best practices and provide guidance to peers, distributor partners, and commercial leaders.
Act as a resource on complex technical and commercial opportunities that require advanced solution development.
Continuously expand technical, application, and industry knowledge to anticipate future customer needs.
Share expertise and best practices across distributor partners, customers, and internal teams.
Use customer challenges and industry trends to help shape innovative solution positioning.
Support customers in making informed purchasing decisions through technical knowledge.
Build lasting relationships with distribution partners and end users, providing solutions to their problems using the full array of Fluke equipment, software, and services.
Foster collaborative relationships across distributors, customers, Business Development Managers, and internal partners by sharing insights, enabling channel success, and delivering exceptional customer experiences.
Leverage internal Fluke support teams to grow territory performance, including close, ongoing collaboration with Business Development Manager (BDM) partners.
Empower distributor partners and customers through technical expertise, coaching, and knowledge sharing.
Support distributor and customer events such as trade shows, seminars, and onsite training.
Lead or participate in strategic commercial initiatives that improve growth, customer experience, and organizational capabilities.
Provide coaching and guidance to less experienced sales professionals.
Share territory best practices across the broader organization.
Partner with marketing, product management, business development, and commercial leadership to improve market execution.
Maintain CRM records (Dynamics), manage pipelines, and provide regular opportunity updates.
Utilize Microsoft Suite tools and data analytics (Power BI) for planning, analysis, and reporting.
Conduct remote meetings and use digital tools to engage customers.
Work remotely from a home office and travel throughout the assigned territory (approx. 60% of time engaged in face-to-face meetings).
Lead with customer outcomes by understanding business challenges, operational priorities, and desired results before recommending solutions.
Connect Fluke solutions to measurable customer value: reduced downtime, improved safety compliance, lower maintenance costs, and increased technician productivity.
Expand the conversation beyond the line item. When a customer asks for a specific tool, use it as an entry point to understand their broader workflows.
Develop multi-stakeholder relationships with the end users, maintenance supervisors, and safety managers who experience the problem firsthand and can champion the value of the Fluke solution.
Pursue strategic account growth and approach each account with a plan to grow wallet share over time by mapping Fluke’s portfolio to the customer’s full range of needs.
Quantify business value through improved productivity, reduced downtime, enhanced safety, and lower operational costs.
Challenge conventional approaches and bring innovative ideas when traditional solutions are insufficient.
Partner across functions to deliver seamless customer experiences and long-term value.
Consistently look for opportunities to provide customers with additional value beyond the initial transaction.
Balance immediate opportunities with long-term territory and relationship development.