Technical Sales Manager – Defense Specialist EU
Location: Remote - Europe
Reports to: Sales Director FCAL – EMEA
Position Summary
The Technical Sales Manager – Aerospace & Defense Specialist a commercial and technical role responsible for driving growth of Fluke Calibration Portfolio within defense, military, aerospace, primes contractors and government sectors. It is a hybrid role. This includes direct business development, managing strategic accounts, influencing defense procurement, and expanding channel partner capabilities.
This role is key in driving revenue growth, expanding market share, and supporting the distributor channel to ensure alignment with Fluke Calibration’s strategic objectives. Reporting to the Sales Director – EMEA, this role is accountable for achieving assigned revenue targets in the defense sector in corporation with distribution partners of Fluke’s products, services, and software solutions.
The ideal candidate for the role brings expertise selling into defense and related industries. Strong understanding of defense procurement cycles, NATO frameworks (e.g., NSPA, OCCAR), and multi-year bidding processes. Existing relationships and network in the European Defense Industry or credibility within defense metrology labs, depots, primes, etc. You will be responsible for identifying and shaping early-stage program opportunities, influencing specifications.
This European role brings a strong blend of commercial management and technical understanding. A strategic thinker with ability to grow the defense market in corporation with our Field Application Engineers, Distribution Account Sales Manager and European distribution partners. Strong communication skills, cultural adaptability, and fluency in English, with additional languages (e.g. German), are essential for building trusted relationships. The role demands a
self-motivated, result-driven individual comfortable working independently and traveling regularly. Strong in building strong relationships with internal and external stakeholders.
Key Responsibilities
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 aerospace & 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.
Business Planning & Execution:
· Develop and implement territory business plans and growth strategies that support overall sales objectives.
Sales Enablement & Marketing Collaboration:
· 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.
Commercial Negotiation, Compliance & Governance:
· 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.
Travel & Field Engagement:
· Regularly travel within Europe (approximately 40-60 % of your time) to meet with distribution partners, customers within defense aerospace, primes, conduct training, attend industry events, exhibitions and strengthen in-market presence.
Qualifications
· Bachelor’s degree in engineering, business, or a related field.
· 5 – 10 years’ experience in the aerospace & 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.
Key competencies
· 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
Defense Access & Compliance Requirements
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.
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].
Bonus or Equity
This position is also eligible for bonus as part of the total compensation package.
