Role Summary
The DRS Solution Sales Specialist is responsible for bringing DRS solutions to life in the commercial process. Sitting at the intersection of product and sales, this role partners closely with sales teams and customers to position, tailor, and sell the DRS portfolio. The Specialist brings deep knowledge of the solution set and the ability to translate product features into customer value, serving as a trusted advisor throughout the sales cycle. This role ensures that customer needs are matched with the right solutions and enables global offerings to succeed in local markets. The Specialist supports the sales team during sales process (RFPs, unsolicited proposals, PoCs) for complex or multi-country opportunities.
Key Accountabilities –
Commercial Partnering & Sales Support
•Serve as the go-to product expert supporting the sales team during customer engagements
•Translate solution capabilities into customer value stories and commercial positioning
•Participate in discovery sessions, sales meetings, and product demos
•Engage with Product Management, Sales and pricing for complex or non-standard offers
Customer Engagement & Enablement
•Understand and qualify customer pain points and objectives to tailor DRS solutions
•Support sales to define DRS solution strategy to elaborate the commercial proposition
•Support proposal development, including solution design, and configuration and Unique Selling Proposition definition
•Engage with customers for PoCs phases and success criterias definition and measurement
•Address product-related questions, objections, and requirements during the sales process
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Market Insights & Feedback Loop
•Capture customer feedback and market insights to inform product development
•Identify patterns in customer needs to guide solution enhancement and innovation
•Qualify areas for business growth (new markets, new customers, new channels) and DRS solution needs
Collaboration with Product Teams
•Partner with Product Team Leaders to align on strategy, capabilities, and roadmap
•Ensure consistent solution messaging and pricing aligned with global standards
Sales Enablement & GTM Execution
•Support go-to-market execution through content creation and training
Build and maintain solution collateral, playbooks, and reference materials for the field
