Client Principal, SLED

Presidio • ,

6d

About The Position

A Presidio Digital Client Principal (CP) leads presales discovery, analysis, architecture, design, proposals, and scope-of-work creation, translating customer requirements into outcome-focused solutions through direct client engagement. Leveraging sharp business acumen alongside technical expertise, presales methodology, and strong relationships (clients, Presidio stakeholders, and vendor partners), the Client Principal analyzes industry, customer, technical, and sales context to position solutions that deliver measurable, long-term value. This role is part of a team and reports to the Managing Client Principal and involves less than 25% travel.

Requirements

• Bachelor’s degree or equivalent experience and/or military experience
• Overall 10+ years of relevant experience
• SLED industry experience is given high priority
• 7+ years of architecture, design, implementation, and/or consulting in digital and/or cloud technologies
• 5+ years of specific domain experience in one or many of the following: application modernization, application development, software development lifecycle (SDLC), artificial intelligence (AI), Generative AI (GenAI), and data estate modernization and modern data platforms
• 5+ years hands-on experience with at least one hyperscaler cloud platform (AWS, Azure, or GCP)
• Demonstrated comfort leading presentations, solution demonstrations and whiteboard sessions at the Manager/Director level
• Aptitude for consultative presales: be curious and creative, and comfortable navigating ambiguous, early-stage client conversations
• Growth mindset and drive for trying new ideas and actively seek mentoring and coaching
• Collaborative style and the ability to work with diverse set of stakeholders
• Expert time management and ability to set expectations in a timely manner
• Ability to provide timely feedback loops to leadership

Nice To Haves

• Demonstrated SLED industry experience developing digital transformation solutions across application modernization, citizen and constituent engagement, digital experience, accessibility, workforce enablement, data and AI, cloud transformation, including integration of enterprise platforms such as ERP, CRM, case management, student information systems, public safety and justice systems, legacy applications, and modern cloud, data, analytics, and AI ecosystems.
• Additional hands-on depth in a second hyperscaler platform beyond your primary (AWS, Azure, or GCP)
• AWS Solution Architecture level certifications
• Experience in delivering modern application architectures such as micro services, event driven
• Experience in software engineering or code development
• Experience with artificial intelligence (AI) solutions and deployments – including LLMs, GenAI methods (RAG, etc) , agentic frameworks (LangGraph, AutoGen, crewAI, etc), AI workflow low code/no code tools (n8N, Copilot Studio, etc)
• Experience with reviewing and/or writing statements of work (SOW)
• Experience and/or ability to prepare RFP/RFI response, proposals, and solutions
• Demonstrated comfort leading CIO/CTO and board-level presentations, executive briefing centers, and written business-case narratives that translate technical solutions into strategic outcomes
• Experience designing cross-cloud / multi-cloud reference architectures and cloud migration frameworks spanning AWS, Azure, and GCP

Responsibilities

• Drive Digital Services Sales. Partner with sales and technical architecture teams, executing against the account's technical sales strategy to meet revenue objectives through adoption of Presidio Digital Services – application modernization, application development, software development lifecycle (SDLC), artificial intelligence (AI), and data estate and platform modernization.
• Understand Customer Current State. Proactively lead discovery across the customer’s business, technical, operational, and financial environment, with particular focus on State, Local Government, and Education (SLED) priorities including citizen and constituent engagement, digital government, education transformation, public safety, workforce modernization, data and AI, compliance, and legacy application modernization. Research industry trends and emerging technologies, develop and facilitate workshops, assess current-state capabilities and gaps, and translate findings into strategic roadmaps and differentiated Presidio Digital solutions that accelerate mission success, improve service delivery, reduce risk, and create measurable outcomes for the communities they serve.
• Technical Opportunity Leadership. Lead opportunities for relevant services to achieve technical win of Presidio services solutions. Identify customer stakeholders and their individual success criteria and needs. Create and lead technical solution approaches and next steps aligned to customer stakeholders. Align, vet and coordinate Presidio technical resources as needed. Engage Manager/VP/Director level at clients directly.
• Practice Delivery Engagement. Actively participate as a liaison between customers, sales and delivery resources to ensure customer success. Lead the collaboration with delivery engineering on driving quality and properly risk managed solutions and associated formal scopes of work.
• Solution Architecture, Design and Documentation. Analyze and assess client requirements and determine target services approach, solutions, and roadmaps. Create and deliver compelling technical proposals directly to clients, including relevant drawings, diagrams and analysis.
• Technical Excellence & Evangelism. Maintain a high level of technical excellence and evangelism across multiple relevant solution architecture and product areas. Lead the curation and delivery of relevant technical knowledge, presentations, and conversations at all client levels and customer-related events. Actively participate in technical champion programs and communities. Attain certifications when appropriate. Learn, discuss and present new and emerging relevant topics to internal stakeholders and clients.
• Account Leadership. Actively participate in client account related activities that establish your role as a trusted advisor internally and with customers, such as: Account planning, EBCs, social events, etc.
• Team Engagement and Enable Culture. Engage Presidio team members, actively participate in team activities, and contribute on collaboration tools to drive an open, positive, inclusive, resilient, change-orientated team culture. Be a steward of the PRESIDIO CORE VALUES –Excellence, Forward-Thinking, Accountability, One Presidio. In practice, that means proactively sharing wins and lessons learned across account teams, showing up for peers under deadline pressure, and choosing the collaborative solution over individual credit.
• Partner Relationships. Develop working relationships with vendor partner teams and peers, prioritizing the hyper-scaler cloud solutions and relevant ecosystems. Contribute to and drive execution of relevant partner vendor GTM strategies.
• SLED Business Value and Go-to-Market Development. Partner with sales, delivery, industry leaders, and technology partners to develop SLED-focused points of view, reusable solution frameworks, accelerators, account strategies, and go-to-market plays across application modernization, data and AI, cloud, accessibility. Connect proposed solutions to business outcomes including improved citizen engagement, enhanced student and constituent experiences, greater operational efficiency, reduced technical debt, accelerated service delivery, improved data accessibility, and increased organizational resilience. Capture and apply lessons learned from client engagements to continuously strengthen Presidio’s SLED solutions, delivery methodology, and market differentiation.
• Enable Others. Contribute to the success of others in sales and presales. Actively mentor and enable others. Share methods, content, and lessons learned with others.

Benefits

• Presidio is committed to hiring the most qualified candidates to join our amazing culture.
• We aim to attract and hire top talent from all backgrounds, including underrepresented and marginalized communities.
• We encourage women, people of color, people with disabilities, and veterans to apply for open roles at Presidio.
• Diversity of skills and thought is a key component to our business success.
• Presidio has a strong commitment to the community we serve and our employees.
• As an Equal Opportunity Employer, we strive to have a workforce that includes the community we serve.
• Presidio is an Equal Opportunity Employer Disability/Vets.
• Presidio is committed to working with and providing reasonable accommodations to individuals with disabilities.
• Presidio is a VEVRAA Federal Contractor requesting priority referrals of protected veterans for its openings.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: Associate degree