Consulting Sales Engineer

About the role

IANS is a Data Intelligence and Decision Support firm focused on supporting CISOs and their teams. We deliver cutting-edge solutions to help businesses thrive in a digital landscape. This role requires a hybrid presence with 2 days on-site in Boston and offers a salary range of $108,000 - $135,000 plus commission.

Job Overview

We are seeking a Consulting Solutions Engineer to join our Consulting Pre-Sales team. Reporting to the VP of Consulting, you will support the Sales process, serve as a "Deal Expert," and work closely with the Account Management team to provide technical expertise and guide clients through their unique requirements. This role offers the opportunity to build the foundation of a critical function for IANS' growth.

About the Team

The Consulting team is a small, passionate group that supports both IANS Consulting Sales results and client delivery. The newly formed Pre-Sales group works closely with Account Management to generate opportunities, support Sales, and ensure successful Consulting Sales processes. This role provides an opportunity to build and expand within a growing company and contribute to IANS' bottom line.

In this role

• Understand and articulate the value of IANS Consulting services and answer "Why IANS?" to clients.
• Conduct Consulting Discovery meetings, Scoping calls, and SOW Review calls to understand client needs and business challenges, recommending suitable solutions.
• Work closely with the Account Management team to pursue Consulting opportunities and develop deals.
• Engage with Sales as their technical "Consulting Deal Expert" to build and close pipelines.
• Engage with clients as their technical contact throughout the Consulting Sales process.
• Collaborate with IANS Faculty and partners to align the right Consulting services to meet clients' unique needs.
• Contribute to refining the Consulting Sales Process and building the Pre-Sales Consulting function.

Skills Required

• Technical Expertise: Passion for learning new skills and technologies, cybersecurity experience preferred.
• Aptitude and Curiosity: Ability to learn about a new industry and problem set in a rapidly changing environment.
• Excellent Communication: Ability to engage both technical and executive-level stakeholders and present effectively.
• Active Listening: Ability to execute opportunity discovery to get clients to share their problem sets.
• Urgency and Time Management: High level of urgency and strong time management skills.
• Multi-Threading: Ability to take a multi-threaded approach and use creativity to support Enterprise Sales processes.
• Solution Design and Proposals: Ability to contribute to tailored solution designs and proposals, including RFPs, and Sales support assets and collateral.
• Interpersonal Skills: Highly competent interpersonal skills in English.
• Coachability and Runway: Ability to take and apply feedback to contribute to an emerging function within a growth company.

Qualifications

• Bachelor's degree.
• Proven experience in a similar Sales specialist or Sales engineering role.
• Managerial experience is a plus.
• Experience selling into Enterprise accounts, preferably Fortune 100.
• Strong technical knowledge, especially in cybersecurity.
• Comfortable with AI tools like Claude and Copilot.
• Excellent presentation and communication skills.
• Ability to translate technical information into understandable terms for non-technical stakeholders.
• Strong problem-solving and analytical skills.
• Comfortable working in a small team that is being built from the ground up.
• Self-motivated, proactive, and able to work independently or as part of a team.
• Willingness to travel for client visits or presentations as needed.

Benefits

• Competitive salary and performance-based incentives.
• Health, dental, and retirement benefits.
• Professional development opportunities.
• A supportive and collaborative work environment.
• Opportunity to work with cutting-edge technologies and some of the cybersecurity industry's pre-eminent thought leaders.

How to Apply

If you are a highly motivated, technically proficient individual who enjoys working in a dynamic and fast-paced environment, we encourage you to apply for this exciting opportunity. Please submit your resume and a cover letter detailing your relevant experience and why you are the right fit for the role. IANS is an equal opportunity employer and welcomes applicants from all backgrounds.