Business Development Manager (Defense)

As a Business Development Manager (Defense) at Katalyst, you will be responsible for collaborating closely with the founder and CEO on strategic accounts, focusing on converting warm leads into contracts, driving proposal development and pricing strategy, and interfacing with technical teams to ensure alignment on project scope and delivery.

To be considered for the Business Development Manager (Defense) position at Katalyst, candidates should have 3-7 years of experience in business development, account management or government sales. A technical background in engineering or physics is desired, along with strong communication, negotiation, and proposal writing skills. Familiarity with space customers, such as the DoD or NASA, is a plus.

Ideal candidates for the Business Development Manager (Defense) role at Katalyst will benefit from experience in working with federal contracts, including SBIR/STTRs and OTAs. Additional experience interfacing with program offices and a background in the Intelligence Community (IC) would be advantageous.

The compensation package for a Business Development Manager (Defense) at Katalyst is competitive and determined on a case-by-case basis, factoring in skills, knowledge, education, and experience. Additionally, employees can expect long-term incentives through the Employee Stock Option and Equity Plan, as well as comprehensive medical, vision, and dental coverage.

At Katalyst, the work environment is dynamic and collaborative. You’ll be part of a team that embraces challenges and values innovation in the field of space technology. The role allows for remote work options, providing flexibility while ensuring you are deeply involved in critical projects that push the boundaries of what's possible in satellite operations.

When handling negotiations in complex technical sales cases, it’s essential to prepare thoroughly by understanding both your product and the specific needs of your client. Establish common ground, actively listen, and be prepared to make concessions while emphasizing the unique value your solution provides. Demonstrating flexibility and problem-solving capability is key in securing the deal.

In answering this, choose a specific example that highlights your role in the business development process. Describe the situation, your approach in consulting the client’s needs, the strategies you used in negotiation, and how you overcame any challenges. Quantifying the impact of this contract will reinforce your success.

To identify new business opportunities, I engage in market research to understand trends and pain points, network within industry events, and utilize analytical tools for lead generation. Fostering relationships with existing clients also leads to referrals and new opportunities. A proactive approach ensures I stay ahead in recognizing potential challenges in the market.

When prioritizing leads, I assess the potential value of each opportunity, urgency of the contract, and alignment with our strategic goals. I often utilize a scoring system to evaluate leads based on their likelihood of closing and the resources required. This helps me focus on high-value opportunities while managing my time effectively.

Communication is crucial in business development as it involves aligning the interests of various stakeholders. I prioritize clear and concise communication, fostering a culture of openness which allows for sharing of ideas and feedback. This ensures that teams are engaged and informed, leading to a more streamlined process.

Building relationships with clients starts with understanding their business goals and challenges. I focus on establishing trust through active listening, timely follow-ups, and providing valuable insights or solutions that resonate with their needs. Regular check-ins and maintaining contact even after contracts are closed help to deepen these relationships.

In preparing for this question, research Katalyst's mission particularly around the Upgrade Economy and in-space servicing. Relate this to your experiences, emphasizing how your background fits into their goals for innovation and customer impact, and showcase your enthusiasm for contributing to such a pioneering initiative.

In approaching a complex proposal development process, I emphasize teamwork by involving relevant stakeholders early on. I ensure clear communication of the objectives and timelines, breaking down tasks into manageable segments. Leveraging templates and past successful proposals can streamline the process while ensuring high-quality outcomes that resonate with the client.

The defense sector often presents challenges such as regulatory compliance and competition for contracts. To address these, I would stay updated on industry policies and align my strategies accordingly. Establishing strong relationships with decision-makers through continued engagement is also vital for navigating potential barriers in this sector.

To effectively answer this question, highlight your relevant experience, skills, and understanding of both the space sector and government sales. Discuss your passion for innovation in defense technology, along with examples that demonstrate your track record in successful business development. A strong alignment with Katalyst’s mission and culture will reinforce your candidacy.