Consulting Technical Specialist
$108,000–$135,000 year
HybridBoston, Massachusetts, United States
Job Summary
Lead client discovery conversations with executives and security leaders to articulate challenges and align needs with IANS consulting services. Facilitate solution discussions, scope engagements, and drive next steps through budget alignment and objection handling. Partner with Account Managers to advance opportunities through the pipeline and contribute to shaping process improvements for the growing consulting function. Leverage AI tools to uncover account insights and generate scalable sales enablement content. Drive approximately $18M in annual bookings by strengthening pipeline quality and consulting conversion rates.
Required Qualifications
- 5+ years of experience in a client-facing consultative role
- Experience leading discovery conversations and stakeholder meetings
- Ability to position complex services and solutions in a clear, business-focused manner
- Experience navigating executive-level conversations and influencing decision-making
- Strong understanding of opportunity management and consultative sales processes
- Exceptional communication, listening, and relationship-building skills
- Experience working within cybersecurity
- Comfort with a consultative sale that does not rely on demos, slides, or scripts
- Experience supporting both Enterprise and Mid-Market clients
- Ability to tailor engagement strategies, messaging, and sales support to the unique needs, priorities, and buying processes of each segment
- Experience contributing to proposals, Statements of Work, or consulting engagement scoping
- Knowledge of current cybersecurity industry challenges and trends
Desired Qualifications
- Experience leveraging AI tools for workflow optimization, research, analysis, or sales enablement
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