Commercial Manager - Cybersecurity

Job specifications are intended to present a descriptive list of the range of duties performed by employees. Specifications are not intended to reflect all duties performed within the job.

The Commercial Manager will support the Defense Innovation Unit's Commercial Operations (Engagement Team by conducting market research, vendor engagements, internal program support, and data management activities. This role is essential to enabling DIU's Commercial Engagement Efforts, with a particular focus on market diligence, vendor coordination, and portfolio tracking.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Market Mapping/Analysis:

* Maintain and regularly update market maps in platforms such as CB Insights that reflect knowledge of a market segment related to the technology portfolio that is being supported.
* Enrich market maps with targeted research, including analysis of specific market segments and portfolio lines of effort (LOEs).
* Coordinate and schedule pre-Commercial Solutions Opening (pre-CSO) market diligence sessions ("blitzes").
* Develop pre-CSO market diligence documentation informed by off-the-shelf resources (i.e. market maps) and company interviews.

Vendor Engagement:

* Create company interview guides to support pre-CSO market diligence efforts.
* Represent DIU during company informational calls and occasionally at key industry convening events.
* Support senior commercial engagement leads with scheduling, deconfliction, and vendor engagement.
* Track and facilitate follow-up actions resulting from vendor engagements.

Internal Support:

* Maintain familiarity with Commercial Operations (CommOps) product and service offerings to evaluate relevance and fit for portfolio companies.
* Provide ad hoc project support to portfolio program managers.
* Support planning and execution of events including hackathons, prize challenges, and demo days.
* Assist senior commercial engagement staff with a range of deliverables including but not limited to: Project Decision Board (PDB) documentation and meetings.
* Briefing materials for high-level engagements and senior leadership.
* Commercial Solutions Opening (CSO) Execution (Phase 2 - commercial viability).

Data Management/Analysis:

* Manage the intake and triage of new company submissions for the portfolio.
* Log company interactions and activity in Salesforce and maintain accurate data records.
* Evaluate Salesforce intake leads, and support lead conversion as needed.
* Provide data analysis and respond to ad hoc data requests related to portfolio companies.
* Maintain a reference library of current and historical DIU portfolio companies, including project and/or private capital funding.
* Support the capture and documentation of demand signals and lead quarterly updates to the Tech Portfolio's demand signal perspective documents.

Regional Participation on behalf of DIU:

* Maintain an in-person presence in key regional ecosystems, in alignment with DIU's Regional Strategy.
* Track and coordinate DIU's regional event participation through the shared Commercial Operations (CommOps) calendar.

NON-ESSENTIAL DUTIES:

Other job-related duties as assigned.

QUALIFICATIONS:

Experience, Education, Skills and Abilities:

* Bachelor's degree in a related field such as engineering, computer science, or business administration. Master's degree in a STEM or cybersecurity field preferred.
* A minimum of 5 years of experience in program or project management, preferably in the national security or defense sectors.
* Demonstrated ability to lead and manage complex projects and initiatives, including the ability to develop and execute strategic plans.
* Strong communication and collaboration skills, with the ability to build and maintain relationships with a diverse set of stakeholders.
* Experience working with budgets and financial management.
* Demonstrated ability to think creatively and identify and implement innovative solutions to complex problems.

Preferred Qualifications:

* Familiarity with and/or understanding of the market(s) specific to the assigned technology portfolio.
* Working knowledge of the technical underpinnings of the portfolio's focus. (e.g., Artificial Intelligence, Energy, Cyber, etc.)
* Prior experience in the military and/or intelligence community or demonstrated understanding of defense and national security organizations.
* Strong mission orientation and a bias for action, with the ability to operate with urgency and purpose.
* Excellent written and verbal communication skills, with the ability to tailor messaging for diverse audiences.
* Proven organizational skills and attention to detail in fast-paced environments.
* Proficiency with Microsoft PowerPoint or Google Slides, Microsoft Excel or Google Sheets, and the broader Google Workspace (G-Suite).
* Strong analytical capabilities, including the ability to synthesize qualitative data to generate insights.
* Experience in venture capital, private equity, or early-stage investing is highly desirable.
* Background in consulting, strategy, product management, or investment banking is valued.
* MBA or equivalent training/experience in competitive analysis, market landscaping, and business strategy ("MBA-trainable" mindset).
* High emotional intelligence and interpersonal skills, with the ability to build trust across internal teams, government stakeholders (e.g., mission partners), and commercial vendors.
* Ability to take direction and respond to taskings, while also demonstrating sound judgment and independence in engagements with senior stakeholders.

PHYSICAL REQUIREMENTS:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Essential functions may require maintaining physical condition necessary for frequently bending, stooping, sitting, walking or standing for prolonged periods of time; most of time is spent sitting in a comfortable position with the opportunity to move about. Occasionally there may be a need to move or lift moderately light items up to 35 pounds. Near visual acuity to review written documentation; ability to hear and understand speech at normal room levels and on the telephone; manual dexterity to operate a telephone and keyboard; lift horizontally and vertically.

WORK ENVIRONMENT:

Work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Job is performed in an office setting with exposure to computer screens and requires extensive use of a computer, keyboard, mouse and multi-line telephone system. The noise level in the work environment is usually moderate.

SUPERVISORY RESPONSIBILITIES:

* None

ADDITIONAL QUALIFYING FACTORS:

As a condition of employment, must pass a pre-employment drug screening, as well as have acceptable reference and background check results.

The Tatitlek Corporation gives hiring, promotion, training and retention preference to Tatitlek shareholders, shareholder descendants and shareholder spouses who meet the minimum qualifications for the job.

As an equal opportunity employer, The Tatitlek Corporation recognizes that our strength lies in our people. Discrimination and all unlawful harassment, including sexual harassment, in employment is not tolerated. We encourage success based on our individual merits and abilities without regard to race, color, religion, national origin, gender, sexual orientation, gender identity, age, disability, marital status, citizenship status, military status, protected veteran status or employment. We support and obey laws that prohibit discrimination everywhere we do business.