The Empathy Engine: MilDef's Sales Team Secret | Jim Rimay

Katherine welcomes Jim Rimay, President of MilDef US, a systems integrator and full-spectrum provider specializing in rugged IT for the most demanding military and government environments. With Swedish roots and a growing U.S. presence, MilDef is bridging two worlds, bringing Nordic collaboration and balance to the fast-paced American defense market. Jim shares how cultural integration, customization, and a "win-win" mindset are driving MilDef's expansion and redefining what it means to lead in defense technology. "No lone wolf out here is going to make it. What we're selling is a whole company approach to supporting the customer." — Jim Rimay This conversation goes beyond products and procurement. It's about people, culture, and the kind of leadership that builds lasting partnerships in the defense industry. Inside this episode: – How MilDef balances standard COTS products with rapid customization – Why collaboration between engineers and sales teams drives better solutions – How Swedish 'Fika' and wellness culture are shaping U.S. operations – What Jim looks for when hiring BD managers ("people who talk in we statements, not I") – The biggest mistake BD managers make — and how to avoid it – Why listening is the most underrated sales skill in defense – MilDef's expansion across U.S. regional facilities and new strategic partnerships If you work in defense, recruiting, or technology, this episode is a reminder that real differentiation comes from trust, culture, and a commitment to building together. Connect with Jim Rimayhttps://www.linkedin.com/in/jrimay/ https://mildef.com Connect with Katherine Jeraldhttp://www.elraysearch.com Produced in partnership with http://www.podlad.com