Technical Sales Specialist – SLED, Regulated Industries

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the main presales technical expert for SLED and regulated industry clients.

• Facilitate discovery sessions that address compliance requirements, procurement limitations, data sovereignty, security mandates, business objectives, and technical drivers.

• Convert regulatory and compliance requirements into designs for managed services solutions.

• Navigate cooperative purchasing frameworks, RFP/RFI procedures, and cycles of government contracting.

• Create customized managed services proposals and scopes of work that focus on compliance posture, data management, and regulatory accountability.

• Formulate ROI-based business cases for public sector budget cycles, grant-funded projects, and multi-year capital strategies.

• Collaborate with Security and Cloud Technical Sales Specialist colleagues on integrated solutions.

• Provide technically thorough, compliance-aligned answers to RFPs, RFIs, and RFQs.

• Stay informed about the changing landscape of state and federal compliance mandates.

• Track SLED budget cycles, legislative IT funding, and new public sector initiatives to uncover pipeline opportunities.

• Train internal sales teams and account executives on the dynamics of SLED and regulated clients.

• Establish trusted advisor relationships with procurement officials, IT directors, CIOs, and compliance officers.

• Engage with state and regional technology associations.

• Work alongside vendor and partner teams to co-develop and position solutions.

⛳️ Requirements

• Bachelor's degree or equivalent work experience and/or military service.

• 6-9+ years of experience in technical presales, sales engineering, or solutions consulting with a focus on public sector or regulated industries.

• Direct experience with at least two compliance/regulatory frameworks: CJIS, CMMC, FedRAMP, FERPA, GLBA, HIPAA, IRS 1075, PCI-DSS, StateRAMP, or NIST CSF.

• Knowledge of SLED procurement methods, cooperative purchasing agreements, government RFP processes, and public-sector contracting vehicles.

• Ability to articulate technical service capabilities into compliance-focused value propositions for non-technical stakeholders.

• Experience in IT managed services, infrastructure, or cybersecurity services within a presales role.

• Must be a US Citizen.

• Preferred: experience with an MSP, system integrator, or technology services company that has a dedicated public sector practice.

• Preferred: relevant certifications such as CISSP, CISM, CompTIA Security+, AWS GovCloud, or Microsoft Azure Government.

• Preferred: established relationships or history of engagement with SLED decision-makers.

• Preferred: Bachelor's degree in Business, Public Administration, Information Technology, or a related field, or equivalent experience.

• Willingness to obtain or maintain security clearances when required by specific engagements.

🏝️ Benefits

• Equal Opportunity Employer.

• Reasonable accommodations provided for individuals with disabilities.

• Priority referral consideration for protected veterans.

• Remote work arrangement available.

• Opportunity to engage with AI-driven analytics, cloud solutions, cybersecurity, next-generation infrastructure, and digital transformation.

• Collaboration with vendor and partner teams, including Microsoft, AWS, and ServiceNow.