Technical Sales Manager - Defense Specialist
As the Technical Sales Manager - Defense Specialist, you will play a critical role in driving growth and deepening engagement across Fluke Calibration distribution network. About 60% of the time is spent with distributors, driving sales and exploring growth opportunities in the vertical and territory. Appr. 40% of the time is spent defining the strategy within the defense industry, with key focus on the end-users in the industries, driving awareness, improving win rate and maximizing share. Your responsibilities will include: Account Management & Partner Development: Build, maintain, and strengthen long-term relationships with defense industry and (existing) distribution partners throughout Europe. Act as a trusted advisor and primary contact, ensuring alignment with Fluke's values, goals, and market strategies. Conduct market assessments to determine areas of opportunity and recommend new partnerships accordingly. Lead engagement with major Defense industries and 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 Drive funnel creation, forecast accuracy, and quarterly performance to meet or exceed revenue targets. Develop and implement territory business plans and growth strategies that support overall sales objectives. Deliver strategic plan and action plan. Collaborate with the marketing and product management teams to drive targeted demand generation campaigns and raise product awareness in the defense market. Taking ownership in tender management processes including contractual matters, and business challenges. Lead commercial negotiations in close collaboration with sales leadership and legal compliance & contract management teams. Compliance & Governance: Ensure full compliance with Fluke's distribution agreements, and ethical business standards. Promote best practices and ensure alignment with corporate requirements across all partner activities. Bachelor's degree in engineering, business, or a related field. 5 - 10 years' experience in the defense industry sales, business development, technical/direct sales, calibration systems. Proven track record of building and managing strategic customer relationships with defense industry or military programs. Has network in the European Defense Industry, experience working with MODs, NATO, defense primes, or government procurement bodies. Demonstrated success in influencing early-stage program requirements and shaping strategic opportunities. Experience managing global/multi-country distribution partners. A strong background in metrology in sales and/or calibration laboratory in a defense industry is an advantage Exceptional communication and presentation skills with experience engaging executive and technical stakeholders. Fluent in English is a must, additional European as German language is a strong asset. Ability to work independently and collaboratively in a matrixed, international environment. Strategic thinking and long-term program development Technical credibility and solution leadership Customer relationship management and influence Cross-functional collaboration and alignment (internal and external) Business Acumen and disciplined forecasting Mission-driven focus supporting defense readiness This role involves European defense organizations such as NSPA, OCCAR, and National Ministries of Defense. As part of these activities, candidates must be able to meet the security, export-control and facility-access requirements mandated by government customers. These requirements may include eligibility for background checks, security clearance processes, or other access authorizations determined solely by the relevant authorities.
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Technical Sales Manager - Defense Specialist
As the Technical Sales Manager - Defense Specialist, you will play a critical role in driving growth and deepening engagement across Fluke Calibration distribution network. About 60% of the time is spent with distributors, driving sales and exploring growth opportunities in the vertical and territory. Appr. 40% of the time is spent defining the strategy within the defense industry, with key focus on the end-users in the industries, driving awareness, improving win rate and maximizing share. Your responsibilities will include: Account Management & Partner Development: Build, maintain, and strengthen long-term relationships with defense industry and (existing) distribution partners throughout Europe. Act as a trusted advisor and primary contact, ensuring alignment with Fluke's values, goals, and market strategies. Conduct market assessments to determine areas of opportunity and recommend new partnerships accordingly. Lead engagement with major Defense industries and 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 Drive funnel creation, forecast accuracy, and quarterly performance to meet or exceed revenue targets. Develop and implement territory business plans and growth strategies that support overall sales objectives. Deliver strategic plan and action plan. Collaborate with the marketing and product management teams to drive targeted demand generation campaigns and raise product awareness in the defense market. Taking ownership in tender management processes including contractual matters, and business challenges. Lead commercial negotiations in close collaboration with sales leadership and legal compliance & contract management teams. Compliance & Governance: Ensure full compliance with Fluke's distribution agreements, and ethical business standards. Promote best practices and ensure alignment with corporate requirements across all partner activities. Bachelor's degree in engineering, business, or a related field. 5 - 10 years' experience in the defense industry sales, business development, technical/direct sales, calibration systems. Proven track record of building and managing strategic customer relationships with defense industry or military programs. Has network in the European Defense Industry, experience working with MODs, NATO, defense primes, or government procurement bodies. Demonstrated success in influencing early-stage program requirements and shaping strategic opportunities. Experience managing global/multi-country distribution partners. A strong background in metrology in sales and/or calibration laboratory in a defense industry is an advantage Exceptional communication and presentation skills with experience engaging executive and technical stakeholders. Fluent in English is a must, additional European as German language is a strong asset. Ability to work independently and collaboratively in a matrixed, international environment. Strategic thinking and long-term program development Technical credibility and solution leadership Customer relationship management and influence Cross-functional collaboration and alignment (internal and external) Business Acumen and disciplined forecasting Mission-driven focus supporting defense readiness This role involves European defense organizations such as NSPA, OCCAR, and National Ministries of Defense. As part of these activities, candidates must be able to meet the security, export-control and facility-access requirements mandated by government customers. These requirements may include eligibility for background checks, security clearance processes, or other access authorizations determined solely by the relevant authorities.