Technical Sales Specialist - SLED & Regulated Industries

Presidio, Where Teamwork and Innovation Shape the Future
At Presidio, we're at the forefront of a global technology revolution, transforming industries through cutting-edge digital solutions and next-generation AI. We empower businesses - and their internal customers - to achieve more through innovation, automation, and intelligent insights.
The Role
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.
Travel Requirements
This is a remote role located within the Continental US with up to 30% travel required.
Responsibilities Include
SLED & Regulated Client Engagement
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.
Solution Design & Proposal Development
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.
Market & Regulatory Awareness
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.
Relationship & Ecosystem Development
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.
Required Skills And Professional Experience
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
Preferred Skills And Professional Experience
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.
Your future at Presidio
Joining Presidio means stepping into a culture of trailblazers - thinkers, builders, and collaborators - who push the boundaries of what's possible. With our expertise AI-driven analytics, cloud solutions, cybersecurity, and next-gen infrastructure, we enable businesses to stay ahead in an ever-evolving digital world.
Here, your impact is real. Whether you're harnessing the power of Generative AI, architecting resilient digital ecosystems, or driving data-driven transformation, you'll be part of a team that is shaping the future.
Ready to innovate? Let's redefine what's next-together.
About Presidio
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.
At Presidio, speed and quality meet technology and innovation. Presidio is a trusted ally for organizations across industries with a decades-long history of building traditional IT foundations and deep expertise in AI and automation, security, networking, digital transformation, and cloud computing. Presidio fills gaps, removes hurdles, optimizes costs, and reduces risk. Presidio's expert technical team develops custom applications, provides managed services, and enables actionable data insights and builds forward-thinking solutions that drive strategic outcomes for clients globally. For more information visit
Applications will be accepted on a rolling basis.
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. We evaluate qualified applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, genetic information, and other legally protected categories.
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Work arrangement
Yes