Client Principal, SLED

About the Role

As a Presidio Digital Client Principal (CP), you will lead 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), you will analyze industry, customer, technical, and sales context to position solutions that deliver measurable, long-term value. This role is part of a team, reports to the Managing Client Principal, and involves less than 25% travel.

Who You Are

• A Consultative Mind: You have a natural curiosity to understand a client's business first, before discussing technical solutions. You're comfortable in early conversations before the problem is fully defined, ask good questions before offering answers, and aren't afraid to bring a point of view even when the picture is incomplete.
• Real Executive Presence: You know how to command a room, build consensus, and make complex ideas feel simple to senior leaders.
• A Storyteller: You can turn technical complexity into a narrative clients remember—one that ties the solution back to the business outcome they care about, not just the architecture.
• Resilient and Determined: You run towards tough challenges and can navigate ambiguity without losing focus.
• Inventing Tomorrow: You are committed to building a premier AI and Digital consultancy that blends design thinking, deep client partnership, and cutting-edge technology to deliver measurable business value.

Responsibilities

• Drive Digital Services Sales: Partner with sales and technical architecture teams to execute the account's technical sales strategy, meeting 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 a 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.
• Technical Opportunity Leadership: Lead opportunities for relevant services to achieve technical wins for Presidio. Identify customer stakeholders and their success criteria, create and lead technical solution approaches, and align Presidio technical resources as needed. Engage directly with Manager/VP/Director-level clients.
• Practice Delivery Engagement: Act as a liaison between customers, sales, and delivery resources to ensure customer success. Collaborate with delivery engineering to drive quality and properly risk-managed solutions and associated formal scopes of work.
• Solution Architecture, Design, and Documentation: Analyze and assess client requirements to 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 technical knowledge, presentations, and conversations at all client levels and customer-related events. Participate in technical champion programs and communities, attain certifications when appropriate, and present new and emerging topics to internal stakeholders and clients.
• Account Leadership: Actively participate in client account-related activities to establish your role as a trusted advisor, such as account planning, executive briefing centers (EBCs), and social events.
• Team Engagement and Enable Culture: Engage with Presidio team members, participate in team activities, and contribute to collaboration tools to drive an open, positive, inclusive, resilient, and change-oriented team culture. Uphold Presidio’s core values: Excellence, Forward-Thinking, Accountability, One Presidio.
• Partner Relationships: Develop working relationships with vendor partner teams and peers, prioritizing hyperscaler cloud solutions and relevant ecosystems. Contribute to and drive execution of relevant partner vendor go-to-market (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, and accessibility. Connect proposed solutions to business outcomes such as improved citizen engagement, enhanced student and constituent experiences, greater operational efficiency, reduced technical debt, accelerated service delivery, improved data accessibility, and increased organizational resilience.
• Enable Others: Contribute to the success of others in sales and presales by actively mentoring, sharing methods, content, and lessons learned.

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; actively seek mentoring and coaching.
• Collaborative style and the ability to work with a diverse set of stakeholders.
• Expert time management and ability to set expectations in a timely manner.
• Ability to provide timely feedback loops to leadership.

Preferred Qualifications

• 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 microservices, event-driven architectures.
• 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 responses, 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.

About Presidio

Presidio is 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. 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. Our expert technical team develops custom applications, provides managed services, enables actionable data insights, and builds forward-thinking solutions that drive strategic outcomes for clients globally.

Presidio is committed to hiring the most qualified candidates to join our inclusive culture. We aim to attract and hire top talent from all backgrounds, including underrepresented and marginalized communities. Diversity of skills and thought is a key component to our business success.