Technical Sales Specialist - SLED & Regulated Industries

Presidio • ,

5d • Remote

About The Position

The Technical Sales Specialist – SLED & Regulated Industries is a specialized presales role within the Managed Services organization, purpose-built to serve clients operating under the most demanding compliance, regulatory, and governance frameworks. This individual will be the subject matter authority for opportunities spanning State, Local, and Education (SLED), as well as regulated commercial verticals including financial services, healthcare, and other compliance-intensive environments. Unlike a generalist TSS, this role requires deep familiarity with the procurement vehicles, regulatory mandates (CJIS, CMMC, FedRAMP, FERPA, GLBA, HIPAA, IRS 1075, PCI-DSS, StateRAMP), contract structures, and budget cycles unique to public sector and regulated clients. The ideal candidate understands that selling managed services into these environments requires as much compliance acumen as technical expertise. We are looking for candidates who have built their career at the intersection of technical presales and public sector or regulated industry work. The ideal background includes experience within an MSP, system integrator, or technology services firm that operates a dedicated SLED or regulated industry practice. Candidates who have held roles such as SLED Sales Engineer, Public Sector Solutions Consultant, or Compliance-Focused Presales Architect are strongly preferred. We also welcome candidates who have transitioned to the vendor or solutions provider side from within state and local government IT departments, bringing firsthand knowledge of how these organizations buy and operate.

Requirements

• Bachelor's degree or the equivalent work experience and/or military experience
• 6-9+ years of experience in technical presales, sales engineering, or solutions consulting with demonstrated focus on public sector or regulated industries
• Direct working knowledge of at least two of the following compliance/regulatory frameworks: CJIS, CMMC, FedRAMP, FERPA, GLBA, HIPAA, IRS 1075, PCI-DSS, StateRAMP, NIST CSF
• Familiarity with SLED procurement mechanisms including cooperative purchasing contracts, government RFP processes, and public-sector contract vehicles.
• Strong ability to translate technical service capabilities into compliance-aligned value propositions for non-technical audiences (procurement, legal, finance)
• Experience working with IT managed services, infrastructure, or cybersecurity services in a presales capacity
• Must be a US Citizen

Nice To Haves

• Experience at an MSP, system integrator, or technology services firm with a dedicated public sector practice.
• Certifications relevant to regulated environments (CISSP, CISM, CompTIA Security+, AWS GovCloud, Microsoft Azure Government, etc.).
• Active relationships or history of engagement with SLED decision-makers (state CIO offices, county IT departments, school district technology leadership, financial institution regulators).
• Bachelor’s degree in Business, Public Administration, Information Technology, or a related field (or equivalent experience).
• Willingness to obtain or maintain security clearances appropriate to the role, if required by specific engagements.

Responsibilities

• Serve as the primary presales technical resource for SLED (state government, local government, K-12, higher education) and regulated industry clients (financial services, healthcare, critical infrastructure).
• Lead discovery sessions that uncover compliance requirements, procurement constraints, data sovereignty needs, and security mandates alongside standard business and technical drivers.
• Translate regulatory and compliance requirements into managed services solution designs that satisfy both technical and audit requirements.
• Navigate complex procurement environments including cooperative purchasing vehicles (NASPO, OMNIA Partners, TIPS, GSA Schedules), RFP/RFI processes, and government contracting cycles.
• Build tailored managed services proposals and scopes of work that explicitly address compliance posture, data handling requirements, and regulatory accountability.
• Develop ROI-based business cases for public sector budget cycles, including grant-funded initiatives and multi-year capital planning frameworks.
• Partner with Security and Cloud TSS peers to create integrated solutions when engagements require cross-practice depth.
• Support responses to formal RFPs, RFIs, and RFQs from public sector entities with technically rigorous, compliance-aligned content.
• Maintain active knowledge of evolving state and federal compliance mandates, including CJIS, CMMC Level requirements, StateRAMP, FedRAMP, and sector-specific regulations.
• Monitor SLED budget cycles, legislative IT appropriations, and emerging public sector initiatives (smart city, digital equity, broadband expansion, etc.) to identify pipeline opportunities.
• Educate internal sales teams and AEs on the unique dynamics, procurement timelines, and relationship structures of SLED and regulated clients.
• Build trusted advisor relationships with procurement officials, IT directors, CIOs, and compliance officers within target SLED accounts.
• Engage with state and regional technology associations, NASCIO, EDUCAUSE, and similar organizations to build brand presence.
• Collaborate with vendor and partner teams (Microsoft, AWS, ServiceNow, etc.) who have dedicated SLED programs to co-develop and position solutions.

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 is committed to working with and providing reasonable accommodations to individuals with disabilities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior