Business Development Manager, Distributed Energy

Role Summary

The Business Development Manager Distributed Energy is responsible for accelerating Flukes 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 and 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.

Key Responsibilities

Market Expansion & Business Development

• Build and execute a strategic growth plan to expand Flukes presence across EV charging (public DCFC networks fleet depots workplace/retail L2) and solar (utility-scale C&I and distributed PV plus storage).
• Identify and convert new logo opportunities across CPOs EVSE manufacturers and installers fleet operators solar EPCs O&M providers asset owners commissioning agents and utilities supporting DER interconnection.
• Develop multi-year growth strategies for key distributed energy customers and map executive stakeholders and influencers to secure enterprise-wide adoption specification preference and expansion opportunities.
• Develop standardized Fluke-preferred workflows and playbooks for EVSE commissioning and maintenance technicians PV installers O&M field teams and electrical contractors.
• Drive adoption of Fluke solutions across installation commissioning acceptance testing preventive maintenance troubleshooting and electrical safety workflows.
• Analyze competitive solutions and market dynamics to develop strategies that position Fluke as the preferred test and measurement provider across distributed energy workflows.

Pipeline Creation & Conversion

• Establish and execute a 1224-month pipeline focused on critical product categories including EV charging station analyzers solar irradiance and I-V curve tracing tools insulation testers CAT III 1500 V solar instruments power quality analyzers thermal imaging battery analyzers and digital multimeters.
• Generate early-stage funnel through proactive outreach to CPOs EVSE installers solar EPCs O&M providers and utility DER programs.
• Drive demand through vertical events industry associations (e.g. RE SEIA CharIN EVSE/NECA forums) and strategic channel activation.
• Co-sell with field sellers and channel partners to progress high-value deals through close.
• Own revenue growth pipeline development and market-share expansion objectives for the distributed energy segment with accountability for converting strategic opportunities into scalable multi-site customer relationships.

Contracts Standards and Specifications

• Influence standards and specifications at CPOs EPCs asset owners and utilities to require Fluke tools across EVSE commissioning PV acceptance testing (IEC 62446) storage and electrical safety workflows.
• Secure multi-site and multi-year agreements that consolidate spend and reduce TCO for network operators EPCs and O&M providers.

Cross-Functional Leadership

• Partner with Marketing and Product Management to identify key distributed energy customer personas define their operational workflows and pain points and translate those insights into targeted messaging solution positioning and market development strategies.
• Partner with Marketing to develop verticalized content case studies and campaigns tailored to EV charging and solar audiences.
• Provide VOC to Product Management to inform roadmap prioritization for EVSE PV and energy-storage test needs.
• Support Sales Enablement in building segment-specific training for field sellers distributors and contractor-focused teams.

Thought Leadership & Vertical Expertise

• Serve as Flukes subject matter expert across the distributed energy ecosystem including EV charging networks fleet electrification solar EPC/O&M and energy storage.
• Articulate Flukes value proposition around productivity reliability safety regulatory compliance and total cost of ownership during executive-level customer engagements and industry forums.
• Represent Fluke at conferences commissioning groups contractor forums and technical associations tied to e-mobility and renewable energy.
• Educate internal teams on emerging trends such as NEVI/state charging programs high-power charging megawatt charging for fleets solar-plus-storage growth interconnection constraints and evolving codes and standards (NEC UL IEC).

Qualifications

• 812 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 1224 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.
• Bachelors degree in Engineering Business or a related field or equivalent experience.

Preferred Experience & Skills

• 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.