Technical Sales Specialist - SLED & Regulated Industries

Technical Sales Specialist - SLED & Regulated Industries

Job Category: Engineering

Requisition Number: TECHN
010169

• Posted :
  September 22, 2026
• Full-Time
• Remote

Showing 1 location

USA (Remote)

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…