{"id":851657,"url":"https://alion.io/job/ians-consulting-technical-specialist","title":"Consulting Technical Specialist","company":{"id":678923,"name":"IANS","domain":"ians.com","url":"https://alion.io/company/ians-2","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":75,"open_postings":4,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":30,"computed_at":"2026-10-26T05:57:25Z"}},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Boston, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":90000,"max_usd":194000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":4349},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"ChatGPT","optional":false},{"name":"Claude","optional":false},{"name":"Copilot","optional":false}],"status":"live","first_seen_at":"2026-08-05T14:17:41Z","employer_posted_date":"2026-10-21","last_verified_at":"2026-10-27T00:33:38Z","board_verified":true,"closed_at":null,"days_open":82,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":82},"description":"Hybrid | Boston, MA (Minimum 2 Days/Week in Office) \n$108,000-$135,000 Base + Commission \nAbout IANS \nIANS is a leading cybersecurity decision support organization that helps CISOs and their teams make informed decisions through access to world-class practitioner expertise, research, consulting, and peer collaboration. We work alongside some of the world's most respected security leaders, helping organizations navigate complex cybersecurity, technology, risk, and emerging AI challenges. \nAs our Consulting business continues to grow, we're seeking a highly consultative, client-facing technical seller who can help organizations identify the right solutions while partnering closely with our sales and consulting teams to drive meaningful business outcomes. \nAbout the Role \nThe Consulting Technical Specialist serves as a strategic partner to IANS Account Managers, Consulting Faculty, and prospective clients throughout the consulting engagement lifecycle. \nThis is not a traditional Sales Engineer role focused on software demonstrations or technical implementations. Instead, this individual acts as a consultative advisor, helping clients articulate their challenges, uncover opportunities, evaluate potential solutions, and align their needs with IANS consulting services. The best Technical Specialists “get the client to tell us their problem” and align one of our Consulting services to fit that need. \nYou will lead discovery discussions, scope consulting engagements, facilitate solution conversations, and partner closely with sales teams to advance opportunities through the pipeline. \nAs one of the foundational members of this growing function, you will also have an opportunity to shape process improvements, enable sales teams, and leverage AI tools to identify new consulting opportunities across our client base. \nWhat You'll Do \nLead Client Discovery & Opportunity Development \nFacilitate discovery conversations with executives, security leaders, and technical stakeholders to understand business objectives, challenges, and priorities. \nIdentify consulting opportunities and align client needs with the appropriate IANS consulting services. \nPosition the value of IANS solutions in a way that resonates with both technical and business audiences. \nCollaborate with Account Managers to develop opportunity strategies while equipping them with the tools, insights, and resources needed to build pipeline, create momentum, and accelerate deal progression. \nDrive meaningful next steps through effective meeting management, budget discussions, timeline alignment, and objection handling. \nScope & Shape Consulting Engagements \nPartner with clients, faculty experts, and internal stakeholders to define engagement objectives and desired outcomes. \nParticipate in scoping discussions and Statement of Work review conversations. \nTranslate client requirements into actionable consulting recommendations. \nEnsure proposed solutions are aligned to client needs, priorities, and business goals. \nEnable Revenue Growth \nAct as a trusted subject matter resource for Account Managers throughout the consulting sales process. \nHelp drive approximately $18M in annual bookings by partnering with Account Managers to build pipeline, create opportunity momentum, and execute against ambitious quarterly revenue targets. \nHelp identify new consulting opportunities within existing accounts and prospect portfolios. \nPartner with sales teams to strengthen pipeline quality and consulting conversion rates. \nContribute to consulting sales assets, messaging, and client-facing collateral. \nLeverage AI & Data-Driven Insights \nUtilize tools such as Microsoft Copilot, Claude, ChatGPT, or similar technologies to uncover account insights and identify consulting opportunities. \nAnalyze client signals, engagement trends, and account activity to proactively surface pipeline opportunities. \nGenerate recommendations, outreach strategies, and sales enablement content that are easily adoptable, scale well, and support business growth. \nChampion practical AI adoption within consulting sales workflows. \nHelp Build the Function \nContribute to process improvement initiatives as the Consulting Technical Specialist function continues to evolve. \nShare best practices and lessons learned to improve consistency, scalability, and client outcomes. \nPartner closely with Consulting leadership to help define the future state of the team. \nWhat Success Looks Like \nWithin your first year, you will: \nIndependently lead client discovery and consulting qualification conversations. \nConsistently identify and advance consulting opportunities. \nBecome a trusted partner to Account Managers and Consulting Faculty. \nImprove pipeline visibility through proactive opportunity identification. \nLeverage AI tools to drive greater efficiency and account intelligence. \nContribute to the continued development of the Consulting sales motion. \nWhat You'll Bring \nRequired Experience \n5+ years of experience in a client-facing consultative role such as: \nTechnical Account Manager \nTechnical Consultant \nSolutions Consultant \nConsulting Solutions Specialist \nCustomer Success Engineer \nProfessional Services Consultant \nSales Engineer within a highly consultative environment \nExperience leading discovery conversations and stakeholder meetings. \nAbility to position complex services and solutions in a clear, business-focused manner. \nExperience navigating executive-level conversations and influencing decision-making. \nStrong understanding of opportunity management and consultative sales processes. \nExceptional communication, listening, and relationship-building skills. \nPreferred Experience \nExperience working within cybersecurity is a must. Comfort with a consultative sale that does not rely on demos, slides, or scripts. \nExperience supporting both Enterprise and Mid-Market clients, with the ability to tailor engagement strategies, messaging, and sales support to the unique needs, priorities, and buying processes of each segment. \nExperience contributing to proposals, Statements of Work, or consulting engagement scoping. \nKnowledge of current cybersecurity industry challenges and trends. \nExperience leveraging AI tools for workflow optimization, research, analysis, or sales enablement.","description_format":"text","description_chars":6289,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Artificial Intelligence","Cybersecurity","Professional Services","Information Security"],"lifecycle":[{"event":"open","at":"2026-09-13T03:59:22Z"}],"visa":[],"liveness":{"score":14,"band":"cold","label":"Long shot","p_open":1,"p_active":0.508,"p_room":0.28,"age_days":81,"expected_fill_days":30,"reasons":["conf:0","win:tail","crowd:"],"computed_at":"2026-10-26T05:57:25Z"},"pay":null,"html_url":"https://alion.io/job/ians-consulting-technical-specialist","json_url":"https://alion.io/job/ians-consulting-technical-specialist.json","meta":{"generated_at":"2026-10-27T04:05:47Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":3509,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-28T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":678923},"rest":"https://alion.io/mcp/rest/get_company?id=678923"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fians-consulting-technical-specialist"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fians-consulting-technical-specialist"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fians-consulting-technical-specialist"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/ians-consulting-technical-specialist\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fians-consulting-technical-specialist"}]}