Job Title: Key Accounts
Business Title: Business Development Executive
The Business Development Executive plays a pivotal role in expanding Fluke’s presence across defense and advanced manufacturing markets by proactively identifying, shaping, and capturing new customer opportunities. This role is centered on early engagement, well before budget allocation or formal solicitations, to influence program direction, uncover unmet needs, and position Fluke’s test, calibration, and sustainment solutions as indispensable components of emerging platforms.By combining deep technical expertise with strategic market insight, the role drives growth by discovering high‑value programs, cultivating relationships with DoD stakeholders, Prime contractors, OEMs, and engineering leaders, and ensuring Fluke’s capabilities align with their evolving mission requirements.
Beyond technical strategy, the role serves as a front-line evangelist for Fluke’s technology portfolio, directly contributing to pipeline development and long‑term revenue expansion. The role is accountable for finding and developing new customers across defense and commercial segments, navigating diverse acquisition environments, leading cross-functional solution development, and influencing early engineering decisions that ultimately determine supplier selection. Through strategic outreach, customer engagement, and thought leadership, this role ensures Fluke is not only present but positioned to win in high-impact, high-growth markets.
What You’ll Do
Defense Systems Engagement
- Lead early engagement on strategically important DoD modernization programs with significant electronics, test, or production content
- Shape Fluke’s long-term defense position through pre-budget and pre-solicitation engagement with Prime contractors and government stakeholders
- Apply deep technical expertise in Automated Test Equipment (ATE), calibration architectures, and sustainment ecosystems to architect end-to-end solutions for emerging DoD programs
- Serve as a technical thought leader for test, calibration, depot sustainment, and lifecycle readiness within complex system-of-systems environments
- Evaluate multi-domain platform architectures to identify where Fluke technologies deliver measurable improvements in mission readiness, reliability, or total lifecycle cost
Strategic Market Identification & Shaping
- Lead strategic market assessments across DoD modernization priorities (e.g., contested logistics, autonomy, advanced munitions, digital sustainment) to identify high-impact growth opportunities for Fluke’s test and ATE portfolio
- Interpret external defense market and technology trends to recommend strategic pivots, capability investments, or partnership opportunities
- Represent Fluke in strategic engagements with Service-level engineering commands, program offices, and Prime contractor capture leaders to influence early program direction
- Influence platform architectures, test strategies, and lifecycle models prior to supplier selection, tender issuance, or production design lock.
Strategic Market & Program Development
- Lead strategic assessments across datacenter supply chains, semiconductor manufacturing, and ATE production environments, where decision cycles are shorter and platform choices move quickly
- Interpret market, technology, and customer trends to recommend portfolio priorities, capability investments, or partnership opportunities
- Influence platform architectures, test strategies, and lifecycle models prior to supplier selection, tender issuance, or production design lock
Solution Architecture
- Architect end-to-end solutions integrating measurement, calibration, software, training, and services
- Lead cross-functional initiatives across Product Management, Engineering, Sales, Services, and Contracts
- Lead cross-functional capture readiness initiatives spanning Engineering, Sales, Product Management, Service, and Contracts to align Fluke technologies with emerging DoD needs
- Drive solution development workstreams, ensuring alignment of technical capabilities, customer requirements, and program strategy
- Own pre-RFP shaping strategies for priority pursuits and ensure integration of test and sustainment requirements in partnership with Prime contractors
- Coordinate enterprise-level solutions across multiple Fluke business units, ensuring system-level coherence and execution readiness
Problem Solving & Strategic Ownership
- Solve complex technical, programmatic, and acquisition challenges that influence early program architectures and long-term sustainment models
- Synthesize insights from engineering, customer requirements, budget trends, and acquisition constraints to develop innovative approaches for positioning Fluke solutions
Business Impact & Pipeline Development
- Directly influence Fluke’s defense portfolio strategy by identifying capability gaps, new technology investment opportunities, and partnership pathways
- Shape multi-year pipeline development through identification of strategic programs aligned with DoD budget cycles and technology roadmaps
- Develop business cases and recommendations for expanding Fluke’s role in key mission areas
Customer Engagement & Pipeline Ownership
- Maintain opportunity visibility, risk assessment, and next actions aligned to commercial bid cycles and longer-horizon defense capture plans
- Represent Fluke in technical and strategic engagements with OEMs, Prime contractors, and program leaders
- Participate in system reviews, technical interchange meetings, and early solution workshops
- Communicate complex technical and programmatic concepts to senior leaders within Prime contractors and DoD agencies, influencing early engineering decisions and capture strategies
- Negotiate capability trade-offs, solution architectures, and technology insertion paths with stakeholders across the defense ecosystem
What You Bring
Required
- 8–12 years of experience in defense acquisition, ATE/test systems engineering, semiconductor manufacturing, advanced manufacturing, or technical business development
- Demonstrated ability to lead cross-functional initiatives or capture workstreams
- Expert-level understanding of DoD acquisition pathways, budget cycles, and program lifecycle models
- Deep understanding of system-level test architectures, production environments, or lifecycle support models
- Ability to translate complex technical requirements into actionable business and strategy inputs
- Strong executive-level communication skills
Preferred
- Experience influencing Prime contractor system architectures or leading pre-RFP shaping strategies
- Advanced expertise in test architectures, digital sustainment, or depot operations
- Familiarity with PPBE cycles, budget processes, and DoD modernization priorities
- Familiarity with DoD acquisition pathways, IDIQs, OTAs, or FMS structures
- Background in electrical, systems, manufacturing engineering, or technical sales
Originally posted on Himalayas