Business Development Manager, Data Centers

Role Summary

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.

Key Responsibilities

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.

Pipeline Creation & Conversion

• 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.

Contracts, Standards, and Specifications

• 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.

Cross-Functional Leadership

• 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.

Thought Leadership & Vertical Expertise

• 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.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Fluke

Fluke is leading the world in creating software, test tools and technology that will support customers today and in the future. We are a customer-obsessed market leader with a strong reputation for reliability, quality and safety.A wholly owned subsidiary of Fortive Corporation (www.fortive.com), Fluke is a global corporation headquartered in the greater Seattle area. Driven by the successful Fortive Business System, Fluke offers the passion of a startup with the resources of a Fortune 500 company. We are focused on the growth of our individual employees, teams and the Fluke brand.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].

Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 176000 - 293900