Technical Sales Manager - Defense Specialist EU

Technical Sales Manager – Defense Specialist EU

Location:

Remote - Europe

Reports to:

Sales Director FCAL – EMEA

Position Summary
The Technical Sales Manager – Defense Specialist is 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 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…