Steve Plystak

Examiner
DISC Type : cs

Director of Business Development - USG at Capella Space

Herndon, Virginia, United States

Overview

Steve Plystak is an accomplished business development director with over 30 years of experience supporting the US government, Intelligence Community, and Department of Defense. Educated at the Virginia Military Institute and Naval Postgraduate School, he specializes in commercial space and ground systems, and has managed business development pipelines exceeding $20 billion.

During his time at the Virginia Military Institute, Steve was involved with the Institute of Electrical and Electronics Engineers (IEEE) student chapter, serving as Vice Chairman. He also participated in the SCUBA and Rugby clubs.

He is the recipient of the FY13 Harris Business Development Excellence Award for securing over $200 million in funding for a satellite payload.

Personality Overview

Tough To Convince

Late Adopter

Status Quo Seeker

They tend to have clarity about their needs and constraints, and are unlikely to over-promise.  They do not like taking risks at all and go for proven options in the end. They are always well-planned and adopt a systematic approach.

Topics They Care About

Commercial Space
His career focus is on bringing commercial space technology, like SAR and RF intelligence, to government and defense clients at companies including Capella Space and HawkEye 360.
Government Contracting
He has extensive experience building and managing multi-billion dollar opportunity pipelines specifically for the Intelligence Community and Department of Defense.
Space Systems Engineering
His background includes serving as a Systems Engineering and Technical Assistance (SETA) contractor and SIGINT SME for the NRO, NAVWAR, and DIA.

Media Appearances

Steve has no verified media appearances

Work History

4-2025
Director of Business Development - USG at Capella Space
9-2024 - 4-2025
Senior System Engineer at Envisioneering Inc
5-2022 - 6-2024
Senior Director USG Business Development - Commercial Space RF for IC/DOD at HawkEye 360
6-2020 - 5-2022
ISR Space Senior Business Development and Strategy Manager - Tactical Space Division at Northrop Grumman
11-2018 - 6-2020
NRO Senior Business Development Manager - National Solutions Operations at Leidos

Education

1989 - 1991
MS from Naval Postgraduate School
1981 - 1984
BS from Virginia Military Institute

More Information

Social Presence :

Prographics :

Exp : 6 Location : Herndon, Virginia, United States Job Level : Mid-senior Designation : Director of Business Development - USG at Capella Space
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Insights For Selling To Steve

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steve is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Steve

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Steve move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Steve take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Steve

Personality Compatibility


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