Defense Business Development Manager & Territory Sales Leader

Lead engagement with major Defense Prime contractors and regional 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. Own full sales responsibility for the Gulf States territory, including government and commercial accounts. Build trusted relationships with program-level stakeholders across Lockheed Martin, Raytheon, Northrop Grumman, and other Defense Supporting Primes. Drive funnel creation, forecast accuracy, and quarterly performance to meet or exceed revenue targets. Expand customer adoption of calibration instruments, service contracts, and software solutions. Collaborate cross-functionally with Product Management, Engineering, and Business Leadership to align customer insights with technology roadmaps and long-term growth plans. Identify and develop opportunities across metrology modernization, electronic warfare, radar, RF sensing, and calibration system upgrades. Strengthen customer relationships through consistent engagement, on-site demonstrations, solution consulting, and post-award support. Develop and execute strategic account plans that align with both program-level initiatives and regional market growth. Ability to manage complex funnels and consistently meet or exceed annual sales goals. Direct experience working with Lockheed Martin, Raytheon, Northrop Grumman, or U.S. DoD metrology organizations. Familiarity with SaaS calibration platforms or data-driven workflows. Prior leadership experience managing cross-functional projects. Active participation in industry standards groups (e.g., NCSLI, ISO committees). Strategic thinking and long-term program development Technical credibility and solution leadership Customer relationship management and influence Cross-functional collaboration and alignment Business acumen and disciplined forecasting Mission-driven focus supporting Defense readiness