--- title: 'Consulting Technical Specialist at IANS' canonical: 'https://feeny.ai/job/consulting-technical-specialist-ians-boston-qmtzhppz5jdm' type: 'job' last_seen: '2026-09-07' --- # Consulting Technical Specialist at IANS - **Company:** IANS - **Location:** Boston, MA - **Posted:** 2026-08-05 - **Last confirmed live:** 2026-09-07 - **Apply:** https://job-boards.greenhouse.io/ians/jobs/5203824007 ## Job description Hybrid | Boston, MA (Minimum 2 Days/Week in Office) $108,000-$135,000 Base + Commission ## About IANS IANS 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. As 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. ## About the Role The Consulting Technical Specialist serves as a strategic partner to IANS Account Managers, Consulting Faculty, and prospective clients throughout the consulting engagement lifecycle. This 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. You will lead discovery discussions, scope consulting engagements, facilitate solution conversations, and partner closely with sales teams to advance opportunities through the pipeline. As 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. ## What You'll Do Lead Client Discovery & Opportunity Development - Facilitate discovery conversations with executives, security leaders, and technical stakeholders to understand business objectives, challenges, and priorities. - Identify consulting opportunities and align client needs with the appropriate IANS consulting services. - Position the value of IANS solutions in a way that resonates with both technical and business audiences. - Collaborate 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. - Drive meaningful next steps through effective meeting management, budget discussions, timeline alignment, and objection handling. Scope & Shape Consulting Engagements - Partner with clients, faculty experts, and internal stakeholders to define engagement objectives and desired outcomes. - Participate in scoping discussions and Statement of Work review conversations. - Translate client requirements into actionable consulting recommendations. - Ensure proposed solutions are aligned to client needs, priorities, and business goals. Enable Revenue Growth - Act as a trusted subject matter resource for Account Managers throughout the consulting sales process. - Help drive approximately $18M in annual bookings by partnering with Account Managers to build pipeline, create opportunity momentum, and execute against ambitious quarterly revenue targets. - Help identify new consulting opportunities within existing accounts and prospect portfolios. - Partner with sales teams to strengthen pipeline quality and consulting conversion rates. - Contribute to consulting sales assets, messaging, and client-facing collateral. Leverage AI & Data-Driven Insights - Utilize tools such as Microsoft Copilot, Claude, ChatGPT, or similar technologies to uncover account insights and identify consulting opportunities. - Analyze client signals, engagement trends, and account activity to proactively surface pipeline opportunities. - Generate recommendations, outreach strategies, and sales enablement content that are easily adoptable, scale well, and support business growth. - Champion practical AI adoption within consulting sales workflows. Help Build the Function - Contribute to process improvement initiatives as the Consulting Technical Specialist function continues to evolve. - Share best practices and lessons learned to improve consistency, scalability, and client outcomes. - Partner closely with Consulting leadership to help define the future state of the team. What Success Looks Like Within your first year, you will: - Independently lead client discovery and consulting qualification conversations. - Consistently identify and advance consulting opportunities. - Become a trusted partner to Account Managers and Consulting Faculty. - Improve pipeline visibility through proactive opportunity identification. - Leverage AI tools to drive greater efficiency and account intelligence. - Contribute to the continued development of the Consulting sales motion. ## What You'll Bring Required Experience - 5+ years of experience in a client-facing consultative role such as: - Technical Account Manager - Technical Consultant - Solutions Consultant - Consulting Solutions Specialist - Customer Success Engineer - Professional Services Consultant - Sales Engineer within a highly consultative environment - 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. ## Preferred Experience - Experience working within cybersecurity is a must. Comfort with a consultative sale that does not rely on demos, slides, or scripts. - Experience 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. - Experience contributing to proposals, Statements of Work, or consulting engagement scoping. - Knowledge of current cybersecurity industry challenges and trends. - Experience leveraging AI tools for workflow optimization, research, analysis, or sales enablement. ## About IANS ## Company Overview - **One-liner**: IANS delivers vendor-agnostic cybersecurity intelligence and advisory services to CISOs and security leaders, powered by a proprietary database of practitioner-validated conversations. - **Entity Type**: Private (self-funded / bootstrapped; no disclosed funding rounds) - **Headquarters**: Boston, Massachusetts, United States - **Founded**: 2001 - **Founders**: Phil Gardner ## Core Business - Primary industry: Cybersecurity (computer and network security) - Target customers: CISOs, security leaders, and their teams at Fortune 1000, mid-market, and enterprise organizations (B2B) - Mission / Purpose: To become the intelligence layer behind every security decision by providing governed, first-party data that generic AI cannot replicate – turning what peers actually practice into actionable insights. ## Products & Services - **[Ask IANS]**: An AI-powered, always-on intelligence platform that surfaces benchmarks, implementation guidance, and vendor insights drawn from 6,000+ anonymized practitioner conversations, 6,500+ content pieces, and proprietary surveys. Type: SaaS / Data Platform. - **[End User Decision Support]**: Subscription-based access to 170+ experienced Faculty (active CISOs and practitioners) for 1:1 consultations, curated research, and decision support. Type: Advisory Service. - **[Consulting Services]**: Field-tested advisory engagements including architecture reviews, program assessments, risk analysis, and incident response support. Type: Professional Services. - **[Professional Development]**: Leadership coaching, team training, and CISO development programs. Type: Education / Training. - **[Events]**: Annual conferences, roundtables, and peer networking events for security leaders. Type: Events. ## Market Standing - **Valuation/Market Cap**: Not publicly available (private company) - **Key Metric**: Estimated annual revenue of **$39.8M** (LinkedIn data); headcount of **329 employees** (+13.7% YoY growth) - **Notable Investors/Partners**: Bootstrapped; no external investors disclosed. Partners include Fortune 100 companies and a network of 170+ active practitioner Faculty. - **Growth Signals**: Operating in 9 countries, revenue growth, headcount expansion, new product launch (Ask IANS AI platform), and growing demand for practitioner-validated cybersecurity intelligence. ## Competitive Advantages - **Proprietary Practitioner-Validated Data**: Intelligence base built from thousands of consented, anonymized conversations with real CISOs and practitioners – not scraped web data or analyst reports. - **Vendor-Agnostic Model**: Faculty have no vendor affiliations; insights are free from marketing bias, focused on what actually works under real constraints. - **Governance & Anonymization**: Strict protocols (consent, anonymization, human verification) make the data trustworthy and legally defensible. - **AI with a Moat**: General-purpose AI learns from published sources; IANS learns from practiced experience, giving it a durable competitive edge. ## Strategic Focus - **Scale the Ask IANS platform** to become the default intelligence layer for security decision-making. - **Expand data collection** through Research Interviewer roles that capture fresh, granular insights. - **Grow the Consulting and Professional Development** practices to deepen client relationships and recurring revenue. - **Maintain high-touch human validation** alongside AI to preserve data quality and trust. ## Why Work Here - **Culture & Values**: Guided by Grit, Results, Initiative, Passion, Positivity, Teamwork, and Curiosity. Emphasis on collaboration, ownership, and fast growth ("talent is the engine"). - **Work Environment**: Hybrid model – 2 days/week in the Boston office with a weekly lunch stipend. Remote roles may exist for some positions. - **Perks & Benefits**: Fidelity 401(k) with match, medical/dental/vision, deductible reimbursement, fitness stipend, Calm app subscription, dependent care and healthcare FSAs, transit/parking pre-tax benefits. Work/life balance includes PTO, paid holidays, sick time, and Summer Fridays (early close on summer Fridays). Social events: monthly "Club IANS", annual summer outing, team events. - **Volunteer & Community**: Paid volunteer day, employee-led community initiatives. - **Growth & Development**: Mentorship, real responsibility, transparent promotion criteria. Strong learning culture for cybersecurity professionals. ## Sources 1. [iansresearch.com – Careers page](https://www.iansresearch.com/who-we-are/careers) 2. [iansresearch.com – About page](https://www.iansresearch.com/who-we-are/about-us) 3. [iansresearch.com – Homepage](https://www.iansresearch.com/) 4. [Greenhouse job board – IANS](https://job-boards.greenhouse.io/ians/jobs/4665746007) 5. [LinkedIn – IANS company page](https://www.linkedin.com/company/ians) ## Other roles at IANS - [Office Administrator](https://feeny.ai/job/office-administrator-ians-boston-byjfv52e0h29) — Boston, MA - [Event Coordinator](https://feeny.ai/job/event-coordinator-ians-boston-pdabsgn6detw) — Boston, MA - [Client Services Specialist](https://feeny.ai/job/client-services-specialist-ians-boston-j8sz57sep4n9) — Boston, MA - [Vendor Expert (Cybersecurity Products)](https://feeny.ai/job/vendor-expert-cybersecurity-products-ians-united-states-ecmw6v57364g) — United States - [Agentic Engineer](https://feeny.ai/job/agentic-engineer-ians-boston-y4h2c2cgxr1y) — Boston, MA - [Senior Manager of Organization Design](https://feeny.ai/job/senior-manager-of-organization-design-ians-boston-massachusetts-tdkgkeayb848) — Boston Massachusetts, United States - [Head of Enterprise GTM, MCP](https://feeny.ai/job/head-of-enterprise-gtm-mcp-ians-boston-zn4g4v70s4d4) — Boston, MA - [Research Interviewer](https://feeny.ai/job/research-interviewer-ians-boston-8hb5nepervqt) — Boston, MA - [Reporter](https://feeny.ai/job/reporter-ians-boston-sf05mvcdzf58) — Boston, MA - [Sr. Account Manager](https://feeny.ai/job/sr-account-manager-ians-boston-4jm2xx3thx92) — Boston, MA