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