Position Summary

The Product Solutions Specialist is a key member of the Product organization responsible for delivering high-impact, value-driven product demonstrations that directly support revenue generation. Acting as a strategic partner to Sales, this role bridges customer needs, market dynamics, and product capabilities to drive successful deal outcomes.

This individual develops and applies a deep understanding of customers, prospects, industry trends, and the competitive landscape to craft compelling demo narratives that clearly communicate the differentiated value of White Cup’s solutions.

Beyond supporting active deals, the Product Solutions Specialist plays a critical role in shaping product direction by providing structured market feedback, improving commercial readiness, and helping the Product team maintain a strong customer-centric focus.

This role is measured by its impact on deal success, effectiveness of demo experiences, and contribution to aligning product strategy with market needs.

Time Allocation (approximate):

• Deliver High-Value Product Demonstrations: 60%
• Strategic Deal Partnership & Sales Enablement: 25%
• Product & Market Feedback / Internal Impact: 15%

Duties and Responsibilities

Deliver High-Impact Product Demonstrations

• Design and deliver tailored, outcome-oriented product demonstrations aligned to customer pain points, business objectives, and insights from discovery.
• Clearly communicate the differentiated value of White Cup’s solutions by translating product capabilities into compelling, business-relevant narratives.
• Lead customer-facing demo conversations with confidence and credibility, effectively handling questions, objections, and scenario-based discussions in with confidence and credibility.
• Drive demo outcomes that advance deals toward close, including reinforcing buying confidence and supporting next-step commitments.
• Continuously refine demo environments, storytelling, and assets to improve effectiveness and scalability.

Strategic Deal Partnership & Sales Enablement

• Partner with Sales throughout the deal lifecycle to shape demo strategy, messaging, and solution positioning based on customer priorities and discovery insights.
• Act as a trusted advisor in customer interactions, bringing product expertise and market perspective.
• Enable Sales teams by developing and reinforcing demo best practices, messaging frameworks, and reusable assets to elevate overall demo quality.
• Collaborate cross-functionally to ensure alignment between customer expectations and delivered solutions.

Product & Market Insight Contribution

• Serve as a voice of the customer by synthesizing insights from demos, prospect interactions, and competitive engagements to inform product strategy and strengthen market position.
• Provide structured feedback to Product and R&D teams to inform roadmap prioritization and feature development.
• Maintain and apply deep awareness of industry trends, customer workflows, and competitive dynamics.
• Improve commercial readiness of product releases by ensuring they are demo-ready, clearly positioned, and aligned to buyer needs.
• Support internal product training and contribute to go-to-market readiness initiatives.

Internal Responsibilities

• Stay current on product releases, roadmap direction, and evolving market dynamics.
• Contribute to internal knowledge sharing, documentation, and continuous improvement initiatives.
• Actively participate in team meetings, planning sessions, and cross-functional collaboration efforts.

Qualifications and Skillsets

Qualifications

• 4+ years of experience in Sales Engineering, Product Solutions, or similar customer-facing product roles within B2B SaaS (CRM experience preferred).
• Proven ability to support complex, enterprise-level sales cycles through impactful product demonstrations.
• Strong understanding of customer workflows and business challenges within target industries (distribution or adjacent markets preferred).
• Experience working cross-functionally with Sales, Product, and Engineering teams.
• Bachelor’s degree or equivalent experience.

Skills

• Exceptional storytelling and presentation skills, with the ability to translate technical capabilities into business value.
• Strong business acumen and understanding of how software drives customer outcomes.
• Ability to influence without authority and operate as a strategic partner across teams.
• Ability to communicate with confidence and adapt in the moment to customer and prospect questions while maintaining credibility.
• Highly organized, adaptable, and comfortable operating in a fast-paced, evolving environment.
• Strong analytical thinking and ability to synthesize customer and market insights into actionable recommendations.

Physical Requirements and Work Environment

Physical Requirements:

• Primarily a stationary position, either standing or sitting, with occasional need to move about to access file cabinets, printer/copier, etc.
• Frequent use of computer and office equipment such as telephones, Zoom or other video conferencing tools, printers, etc.
• Comfort and professionalism presenting on video, including maintaining a camera-on presence during customer-facing meetings and demonstrations, typically in a standard home office environment.

Work Environment:

• This role operates in a home or remote office environment. Standard office equipment is regularly used.