Business Development Manager - Distributed Energy

Role Summary

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, 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 Fluke’s 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 12–24-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 Fluke’s subject matter expert across the distributed energy ecosystem including EV charging networks, fleet electrification, solar EPC/O&M, and energy storage.
• Articulate Fluke's 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

• 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.

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.