Role Description
The Product Sales Operations Specialist will support the product sales motion for priority Parsons offerings by helping translate product capabilities into qualified opportunities, customer-ready messaging, demonstrations, pricing inputs, channel strategies, and pursuit support. This role is not a traditional business development or capture position. It is a product-focused sales role designed to complement BD, Growth, and P&L teams by bringing specialized product knowledge, repeatable sales discipline, and commercialization support to products and productized solutions.
The Product Sales Operations Specialist will work across Product Management, BD, Engineering, Pricing, Contracts, Marketing, and Business Unit product owners to help move priority products from “available capability” to “packaged, positioned, sellable, technically ready, and scalable mission offering.”
What You'll Be Doing
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Product Sales Execution
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Support the product sales motion for priority Parsons products and productized solutions.
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Support qualified product opportunities by customer problem, buyer, use case, funding path, technical fit, competitive position, and likelihood to close.
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Partner with BD and Capture teams to position products within major pursuits, campaigns, IDIQs, OTAs, CSOs, marketplaces, partner channels, and direct customer opportunities.
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Support operations to maintain product-qualified pipeline inputs and help track movement from early interest to qualified opportunity, proposal support, award, adoption, and expansion.
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Customer and Buyer Engagement
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Support customer conversations, product briefings, demonstrations, discovery sessions, and solutioning discussions.
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Capture buyer feedback, objections, feature requests, pricing concerns, contracting friction, and competitive intelligence.
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Work with Product Management and Product Engineering to ensure customer feedback informs roadmap, packaging, technical readiness, and commercialization priorities.
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Sales Enablement and GTM Support
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Develop and maintain product sales materials, including product briefs, qualification guides, demo scripts, sales plays, battlecards, customer use cases, FAQs, and approved messaging.
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Help BD, capture, account teams, and channel partners identify, qualify, and sell priority products.
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Commercial Discipline
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Work with Commercial Pricing, Product Finance, Contracts, and Product Management to support pricing and packaging development.
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Provide feedback on willingness to pay, buyer perception of value, competitive pricing, discount requests, and contracting constraints.
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Support deal reviews for product opportunities to ensure the offering is positioned, priced, and structured consistently with product strategy and margin expectations.
Qualifications
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Bachelor’s degree in business, engineering, national security, technology, or a related field; OR a minimum of 5 years of equivalent experience may be considered.
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Minimum of 3+ years of experience in product sales, solution sales, business development, capture support, sales engineering, product management, or commercialization.
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Must be a US citizen.
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Experience supporting federal government, defense, intelligence, homeland security, cyber, infrastructure, or mission technology customers.
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Strong ability to translate technical capabilities into customer value, mission outcomes, and sales narratives.
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Experience operating in a matrixed environment.
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Strong written and verbal communication skills, including the ability to brief complex topics clearly and concisely.
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Experience developing sales collateral, qualification questions, customer use cases, product positioning, or pursuit materials.
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Ability to support meetings, demonstrations, partner discussions, and internal deal reviews.
Preferred Qualifications
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Experience selling or supporting sales of software, hardware, data products, cyber products, sensors, AI-enabled capabilities, productized services, or integrated mission solutions.
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Experience with federal acquisition pathways, including FAR-based contracts, IDIQs, GWACs, OTAs, CSOs, SBIR/STTR, marketplaces, or reseller/channel models.
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Experience working with cloud marketplaces, technology partners, distributors, system integrators, or international channel partners.
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Familiarity with pricing and packaging concepts, including subscription pricing, usage-based pricing, product attach, bundled solutions, and value-based pricing.
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Active security clearance.
Requirements
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None
Benefits
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Medical, dental, vision insurance.
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Paid time off.
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401(k) plan.
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Life insurance.
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Flexible work schedules.
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Holidays to fit your busy lifestyle.
Company Description
The Federal Solutions segment delivers resources to our US government customers that ensure the success of missions around the globe. Our intelligent employees drive the state of the art as they provide services and solutions in the areas of defense, security, intelligence, infrastructure, and environmental. We promote a culture of excellence and close-knit teams that take pride in delivering, protecting, and sustaining our nation's most critical assets, from Earth to cyberspace. Throughout the company, our people are anticipating what’s next to deliver the solutions our customers need now.
