Consulting Sales Engineer, IANS
$108-135k
+ Commission
More information about location
2+ days a week in office
Cybersecurity insights & CISO guidance
Open for applications
Cybersecurity insights & CISO guidance
501-1000 employees
Open for applications
$108-135k
+ Commission
More information about location
2+ days a week in office
501-1000 employees
Company mission
To provide experience-based security insights for Chief Information Security Officers and their teams.
Role
Who you are
- Technical Expertise: A passion for, and ability to learn new skills and technologies. Cybersecurity experience is preferred
- Aptitude and Curiosity: An ability to learn about a new industry and problem set in a rapidly changing environment. Candidates that are genuinely curious and passionate are what we’re looking for
- Excellent communication skills: The ability to engage both technical and executive-level stakeholders, as well as the ability to present effectively to large groups in both in-person and remote settings
- Excellent active listening skills: ability to execute opportunity discovery to get the client to tell us their problem set
- A high level of urgency and strong time management skills
- An ability to sell into both Enterprise and Mid-Market accounts, tailoring your approach as needed. The ability to take a multi-threaded approach and use creativity to support Enterprise Sales processes is a must
- An understanding of deal strategy, sales processes, and the ability to partner effectively with Sales to influence execution of that strategy
- Ability to contribute to tailored solution designs and proposals (including RFPs), as well as Sales support assets and collateral
- Highly competent interpersonal skills in English
- Coachability and Runway: Ability to take and apply feedback as you look to contribute to an emerging function within a growth company
- Bachelor's degree
- Proven experience in a similar Sales specialist or Sales engineering role
- Managerial experience is a plus. This role has the potential to grow into a Managerial role within 24 months
- Experience selling into Enterprise accounts – preferably Fortune 100
- Strong technical knowledge; expertise in cybersecurity preferred
- Comfort level with AI – Claude, Copilot preferred
- 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
- 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
What the job involves
- IANS is seeking a Consulting Solutions Engineer to join our newly developed Consulting Pre-Sales team
- Reporting to the VP of Consulting, you will be responsible for technical support during the Sales process, serving as a “Deal Expert” for a technical sale
- You will work closely with our Account Management team, providing technical expertise and guidance to potential clients while ensuring our solutions meet their unique requirements
- Your role will be instrumental in building client confidence and helping to secure new business opportunities
- As one of the initial hires on this growing team, you will have the opportunity to build the foundation for a function that is critical to IANS’ long-term growth
- Our Consulting team is a small group that is passionate about supporting both IANS Consulting Sales results and quality client delivery experiences
- The group is small and gets the opportunity to interact with a variety of stakeholders internally and externally – as part of this team, you’ll have the opportunity to directly impact IANS growth
- The pre-Sales group is a newly formed function that partners closely with our Account Management team to help generate a pipeline of opportunities, enable the Sales org, and support them throughout the Consulting Sales process
- This role has a unique opportunity to build and expand within a growth company, and to add direct value to IANS’ bottom line
- Similar to a Sales Engineer role at Software organizations, you will be required to possess deep technical expertise that can be translated into presentation-ready knowledge for both technical and executive-level audiences
- Understand and articulate the value of IANS Consulting services and be able to answer “Why IANS?” to clients
- Conduct Consulting Discovery meetings, Scoping calls, and SOW Review calls to understand client needs and business challenges, helping to identify and recommend suitable solutions. You will work in close alignment with the Account Management function to pursue Consulting opportunities and develop & win deals
- Help the Sales team “hunt” for opportunities based on your knowledge of IANS Consulting services and their client fit based on client industry, segment, and need
- Engage with Sales as their technical “Consulting Deal Expert” that helps not only build pipelines but close them
- Engage with the client as their technical contact throughout the Consulting Sales process
- Engage with IANS Faculty and partners to align the right Consulting services that meet our clients' unique needs
- Contribute to a growing function that is instrumental to IANS growth. In collaboration with IANS’ VP of Consulting, you will be expected to help refine the Consulting Sales Process and build the Pre-Sales Consulting function
Application process
- Please submit your resume and a cover letter detailing your relevant experience and why you are the right fit for the role
Our take
Amidst the escalating threats and regulatory demands in the cybersecurity sector, Chief Information Security Officers (CISOs) face a daunting array of challenges. IANS steps in as a trusted ally, offering tailored solutions to address these pressing issues.
Through its practitioner-led model and collaboration with seasoned experts, IANS provides independent research, advisory services and a community platform. It provides CISOs with subscription-based support content, professional development opportunities and consulting services, enabling them to navigate the complex cybersecurity landscape with confidence.
With a strategic investment from the Apax Digital Funds, IANS is poised for accelerated growth and innovation. This partnership will fuel product development, expand the company's value proposition and enhance its go-to-market strategies, solidifying its position as the leader in the InfoSec decision support space.
Freddie
Company Specialist at Welcome to the Jungle
Company
Company benefits
- 401(k) Program: Fidelity 401(k) plan with company match
- Employee Recognition: Annual incentive program, monthly shout outs and peer-to-peer recognition
- Health Coverage: Medical, dental & vision, deductible reimbursement, fitness stipend, Calm app
- Pre-Taxed Benefits: Dependent care FSA, healthcare FSA, transit, parking
- Social: Monthly 'Club IANS', annual summer outings, team events and social gatherings
- Volunteer Opportunities: Employee-led community volunteer initiatives, paid volunteer day
- Work Environment: Hybrid (2 days/week) in our vibrant Boston office with a weekly lunch stipend
- Work/Life Balance: PTO, paid holidays, sick time, Summer Fridays
Company HQ
Downtown, Boston, MA
Leadership
Phil Gardner
(Founder & CEO)Founded IANS in 2001 and has served as the CEO ever since. Prior to this, they founded Provant where they served as the Vice President. They also worked as an Associate at McKinsey & Company.
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