Sales Engineer- Consulting Services

Sales Engineer- Consulting Services

*hybrid role requiring minimum of 2 days on site in the Boston office

About Us: IANS is a dynamic Decision Support firm focusing on supporting CISOs and their teams. We are dedicated to delivering cutting-edge solutions that empower businesses to thrive in a rapidly evolving digital landscape.

Job Overview: IANS is seeking a Sales Engineer- Consulting Services, 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. 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 the first new hire for this team, you will have the opportunity to build the foundation for a function that is critical to IANS’ long term growth.

About the Team: 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 position our services effectively, develop opportunities, 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.

About the Role: The Sales Engineer- Consulting Services works in a supporting fashion alongside our Account Management function and plays a direct role in driving our Consulting bookings performance. Similar to a sales engineering 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. In this role, you will:

• 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.
• Engage with the client as their technical contact throughout the Consulting Sales process.
• Engage with IANS Faculty and partners in order 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.

Skills You will Have:

• Technical Expertise: A passion for, and ability to learn new skills and technologies. Cybersecurity experience is preferred.
• 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 in order 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. Ability to take a multi-threaded approach and use creativity to support Enterprise Sales processes is a must.
• An understanding of the Sales process and the roles and responsibilities involved.
• A genuine interest in helping your clients achieve their goals.
• 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.

Qualifications:

• Bachelor's degree.
• Proven experience in a similar Sales specialist or Sales engineering role.
• Managerial experience a plus. This role is expected to grow into a Managerial role within 12 – 24 months.
• Experience selling into Enterprise accounts – preferably Fortune 100.
• Strong technical knowledge; expertise in cybersecurity 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.
• 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.