[Hiring] Business Development Manager, Distributed Energy @Fortive

Role Description

The Business Development Manager, Distributed Energy, is responsible for accelerating Fluke’s penetration and market share across the rapidly expanding EV charging infrastructure and solar/energy-storage ecosystems. 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 and specifications that preference Fluke test and measurement tools.

The role spans the full distributed energy value chain:

• EV charge point operators (CPOs) and network providers
• EVSE installers and electrical contractors
• Fleet electrification programs
• Solar EPCs
• O&M providers
• Utility-scale solar and storage owner-operators
• Commissioning agents
• Utilities interconnecting distributed energy resources

A strong understanding of EVSE installation and maintenance workflows, PV system commissioning and O&M, energy storage, and electrical safety practices is essential.

Qualifications

• 8–12+ years of experience in business development, strategic sales, or key account management within distributed energy, EV infrastructure, solar, energy storage, electrical infrastructure, test & measurement, or related technical industries.
• Demonstrated success driving new logo acquisition, account expansion, and multi-site or multi-year agreements in complex B2B environments.
• Strong understanding of distributed energy ecosystems, including EV charging infrastructure, solar generation, energy storage, utilities, fleet electrification, and contractor networks.
• Working knowledge of EVSE installation and maintenance workflows, PV commissioning processes, energy storage systems, electrical safety practices, and applicable industry codes and standards.
• Experience engaging with and selling to charge point operators (CPOs), EVSE manufacturers and installers, solar EPCs, O&M providers, utilities, fleet operators, asset owners, commissioning agents, or related stakeholders.
• Proven ability to build and execute strategic account plans, map stakeholders, and influence decision-makers at multiple organizational levels, including executive leadership.
• Experience developing and managing 12–24 month pipelines, including early-stage opportunity creation and funnel development.
• Ability to articulate value propositions tied to reliability, safety, productivity, regulatory compliance, and total cost of ownership (TCO).
• Track record of cross-functional collaboration with sales, marketing, product management, and channel partners to drive revenue outcomes.
• Strong executive communication, negotiation, and presentation skills.
• Experience selling through and with distribution channel partners.
• Willingness to travel up to 50% across North America.
• Bachelor's degree in Engineering, Business, or a related field, or equivalent experience.

Requirements

• Direct experience in EV charging infrastructure, solar construction and commissioning, energy storage systems, distributed energy resources (DERs), or electrical infrastructure environments.
• Background selling or supporting test and measurement equipment, power quality tools, thermal imaging, electrical safety instrumentation, battery analysis, or related technologies.
• Experience influencing standards, specifications, or approved vendor lists within large operators, EPCs, utilities, fleet organizations, or asset owners.
• Familiarity with distributed energy technologies and emerging trends, including high-power EV charging, fleet electrification, solar-plus-storage systems, DER interconnection, and grid modernization initiatives.
• Experience working with or selling through channel partners, distributors, contractor networks, or utility ecosystems.
• Demonstrated ability to develop vertical-specific workflows, playbooks, or standardized solutions.
• Knowledge of industry standards and regulatory frameworks impacting EV charging, solar, energy storage, electrical safety, and compliance.
• Experience participating in or presenting at industry associations, technical forums, standards organizations, or conferences.
• Ability to analyze competitive landscapes and develop displacement strategies.
• Master of Business Administration (MBA) or advanced degree preferred.

Benefits