Product Solutions & Growth – National Security Missions

Job Description:

Product Solutions & Growth – National Security Missions
 

Position Summary
The Product Solutions & Growth – National Security Missions (RF/EW, Space, and APNT) is responsible for driving sales growth, pipeline development, and revenue execution for Parsons’ national security product and solution portfolio, with a primary focus on RF/EW, Space mission applications including LEO, and Alternative/Assured PNT mission areas. This role will emphasize HCM-focused business development and sales growth strategy for offerings such as TReX, APNT (Peanut), and related ISR, spectrum, and mission-enabling products.

This leader will help translate priority RF/EW, Space, and APNT capabilities into clearly positioned, customer-relevant, and sales-ready offerings that support mission outcomes and business growth. The role works closely with Mission Engagement, Mission Engineering, Capture, Sector and Program Directorate Leadership, Product Strategy & Commercialization, Product Owners, and functional partners to drive product sales, expand qualified pipeline, accelerate pursuit conversion, improve win rates, and increase revenue across the HCM portfolio.

This role provides the business development and product sales discipline needed to help the High Consequence Missions Sector position, package, and grow national security offerings more effectively. The role also carries explicit accountability for product-qualified pipeline development, sales conversion, and revenue realization for priority offerings.

Role Purpose
The purpose of this role is to increase product sales and revenue for Parsons’ portfolio, with emphasis on RF/EW, Space, and Alternative/Assured PNT capabilities. The primary focus is to drive product sales and revenue growth. In doing so, the role will improve alignment of products to customer needs, develop a pipeline of opportunities across the portfolio, manage a small team focused on product sales, and improve overall opportunity conversion.

Strategically, this role will be partnered with HCM leadership to help transform the portfolio by accelerating the growth of differentiated products and solutions. This role will help evolve the business by increasing recurring product revenue, expanding higher-margin offerings, and driving sustained double-digit growth across HCM.

This candidate will enjoy a mix of office/virtual/travel based out of Parsons Herndon Office.

Key Responsibilities

HCM Product Sales Execution

• Develop and execute product sales strategies for priority national security products and productized solutions, with emphasis on RF/EW, Space mission applications including LEO, APNT, and related mission capabilities.

• Define target customer segments, buyer needs, mission use cases, sales motions, launch sequencing, and commercialization priorities for offerings such as TReX, APNT (Peanut), and adjacent ISR, space-enabled, and spectrum-related solutions.

• Translate technical and mission capabilities into clear customer value propositions that support growth, differentiation, and repeatability.

Sales Readiness

• Own sales readiness for assigned national security offerings.

• Ensure priority products have clear positioning, customer use cases, sales materials, demo readiness, pricing inputs, qualification criteria, and pursuit support plans.

• Identify readiness gaps and coordinate with product owners, engineering, pricing, finance, contracts, and BD to close them.

• Drive offerings toward defined sales-ready status, with clear exit criteria for market launch, seller adoption, and pursuit integration.

BD and Capture Integration

• Partner with Mission Engagement, Capture, and Sector Growth teams to position products within campaigns, pursuits, and customer engagement strategies.

• Help teams understand where RF/EW, Space, and APNT product offerings strengthen differentiation, accelerate mission outcomes, improve operational effectiveness, or create reusable technical advantage.

Product Sales and Pipeline Support

• Support product-qualified pipeline development for national security offerings.

• Help qualify opportunities based on customer need, mission relevance, product fit, readiness, funding path, competitive position, and likelihood of conversion.

• Maintain direct accountability for qualified pipeline generation, pipeline progression, and contribution to bookings and revenue outcomes for assigned product lines.

• Manage a small team of sales progressions to improve opportunity velocity, pursuit discipline, and conversion outcomes across the portfolio.

Pricing, Packaging, and Monetization Input

• Partner with Commercial Pricing, Product Finance, Contracts, and Product Owners to support pricing and packaging strategies.

• Provide market and customer feedback to inform product pricing, packaging, discount considerations, product attach logic, and margin expectations.

• Ensure pricing approaches support both customer value and business performance.

• Recommend pricing and packaging strategies with explicit consideration for competitiveness, pipeline conversion, win rate improvement, and revenue attainment.

Channels, Partners, and Sales Enablement

• Support appropriate channel, partner, and sales enablement strategies for assigned product areas.

• Coordinate with internal and external stakeholders to improve product visibility, sales readiness, customer messaging, and pursuit execution.

• Oversee the creation of practical sales enablement materials, including product briefs, sales plays, demo guidance, use cases, qualification guides, competitive talking points, and executive briefing materials.

• Track the effectiveness of sales enablement materials based on their use in active pursuits, influence on deal progression, and contribution to win outcomes.

Market Feedback and Portfolio Input

• Create structured feedback loops from customers, BD, partners, and pursuits back into the product organization.

• Capture market signals, buyer feedback, product gaps, competitive insights, pricing concerns, and sales lessons learned.

• Use this information to inform product roadmaps, investment priorities, commercialization plans, and readiness decisions.

• Include win/loss and lost-deal analysis to improve positioning, product fit, pricing strategy, and pipeline-to-close conversion performance.

Performance Expectations / KPIs

This role is expected to drive measurable business growth outcomes for priority national security product lines. Performance will be assessed through a combination of product sales execution, pipeline development, and revenue conversion metrics, including:

• Qualified pipeline generated by product line

• Pipeline-to-close conversion rate

• Sales cycle length

• Revenue and bookings

• Forecast accuracy

• Competitive win rate

• Number of offerings advanced to sales-ready status

• Adoption and measurable impact of sales enablement materials in active pursuits

Required Qualifications

• Bachelor’s degree in business, engineering, technology, national security, or related field; advanced degree preferred.

• 15+ years of experience in national security, RF/EW, mission technology, product commercialization, BD, solution sales, capture support, or related fields.

• Strong understanding of national security customers, missions, and acquisition environments, including EW, spectrum operations, Space/LEO, ISR, and Alternative/Assured PNT-related mission needs.

• Experience translating complex technical capabilities into customer value, mission outcomes, and sales narratives.

• Experience working across BD, capture, engineering, product, finance, contracts, operations, and executive stakeholders.

• Demonstrated ability to influence in a matrixed organization.

• Strong executive communication and customer-facing presentation skills.

• Demonstrated track record of generating qualified pipeline, improving conversion, and closing revenue against growth or sales objectives.

• Experience leading sales-focused growth efforts for product portfolios or productized solutions, rather than only supporting product management activities

• Active TS/SCI required.

Preferred Qualifications

• Experience supporting or commercializing RF/EW, spectrum, APNT, ISR, software-defined radio, or related mission technology products and solutions.

• Experience commercializing products, productized solutions, or technology-enabled offerings inside services-led organization.

• Experience supporting complex federal pursuits, product-enabled solutions, or mission technology campaigns.

• Familiarity with pricing, packaging, product positioning, sales enablement, and channel-based growth models.

• Experience working with partners, resellers, marketplaces, or other indirect sales pathways.

• Experience standing up or scaling the commercial motion for a new product line or productized capability, including pipeline creation, sales enablement, and revenue conversion.

Security Clearance Requirement:

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