Kyle Gillmore
Rocklin,California
Summary
Senior Regional Sales Manager with over 25 years of experience in driving revenue growth and building high-performance teams. Expertise in negotiating procurement contracts and delivering SaaS solutions within Enterprise, Federal, Aerospace & Defense, and SLED markets. Passionate about leveraging AI/ML technologies to enhance efficiency and competitiveness for clients.
Overview
33
33
years of professional experience
Work History
Regional Sales Manager, Aerospace & Defense
Cornerstone OnDemand
Rocklin, CA
04.2024 - Current
- Drove sales strategies achieving 185% of quota; recognized as Federal Rep of the Year.
- Spearheaded implementation of Cornerstone's Workforce AI solutions for Federal Civilian and Department of Defense agencies, improving operational efficiency and service delivery.
- Collaborated with cross-functional teams to tailor AI-enabled talent management solutions, driving client engagement and improving satisfaction scores.
Sr. Account Executive, Public Sector
Amazon Web Services (AWS)
06.2021 - 04.2024
- Achieved 100% quota attainment in both 2021 and 2022, demonstrating consistent performance excellence.
- Leveraged generative AI/ML and cloud migrations to enhance state services.
- Partnered with California State agencies on modernization projects, improving service delivery models.
Regional Sales Manager, Public Sector
Cornerstone OnDemand
Sacramento, CA
04.2015 - 06.2021
- Secured 6-year FedRAMP-compliant Learning & Performance Cloud award for 10,000-person agency, expanding service offerings in public sector.
- Won statewide contract with California Department of Technology for the statewide VHSS LMS program.
- Established procurement contracts with California Department of General Services (SLP contract) and Texas DIR, enhancing accessibility to state resources.
- Rolled out onboarding process for 22+ State of California agencies, fostering strong relationships within State CIO community.
- President's Club Qualifier 2017 (125% of quota), 2018 (155%, SLED Rep of the Year), 2019 (135%, SLED Rep of the Year), 2020 (140%).
- Notable wins: CA EDD, Texas Workforce Commission, City and County of Phoenix.
Senior Enterprise Sales Manager – Public Sector
Global Blue DVBE
Rocklin, CA
05.2013 - 04.2015
- Managed sales for State of California (SLED) market, designed network security and storage solutions (EMC, Pure) to meet client needs.
- Developed technology strategies and vendor partnerships that enhanced client efficiency and strengthened competitive positioning.
- Led enterprise sales initiatives across multiple regions and sectors.
- Developed strategic partnerships to enhance service offerings and market reach.
- Managed key client relationships to drive customer satisfaction and retention.
Western Region Sales Manager
Enterprise Mobile
08.2011 - 07.2012
- Became #1 AirWatch partner in the West for 2012; contributed to MobileIron Partner of the Year (2011, 2012).
- Sold enterprise and public sector mobility solutions across Samsung, iOS, Android, and Windows Mobile platforms, enhancing security with solutions from Good Technology, MobileIron, SOTI, AirWatch, Zenprise, and Afaria.
- Built CRM/pipeline processes and led weekly mobility trend training, exceeding revenue quota and leading performance among regions.
- Established relationships with Apple Enterprise, Retail, and field sales teams, facilitating mobile device lifecycle services.
Senior Territory Account Manager
Apple Computer
06.2010 - 08.2011
- Negotiated 1,500-unit iPad placement with major automaker and secured several hundred iOS deployments for in-store POS retail systems, driving revenue growth.
- Exceeded quota every quarter by rapidly developing territory and establishing lead-generation partnerships, significantly increasing market share.
- Targeted Fortune 1000+ accounts across California for iOS engagements, providing consultative solutions with Good, MobileIron, SOTI, AirWatch, Zenprise, and JAMF, enhancing client satisfaction and loyalty.
Regional Account Manager, Public Sector
Nexus – A Dimension Data Company
Pleasanton, CA
01.2009 - 06.2010
- Developed Sacramento-region territory from zero installed base, closing large data center and networking projects, generating high-margin services revenue.
- Sold Microsoft Gold Partner solutions and Cisco Unified Communications to SLED market, enhancing client technology infrastructure.
- Achieved Cisco, HP, and VMware Sales Expert certifications.
Wholesale Account Executive
Countrywide Mortgage / Chase Wholesale
Roseville, CA
12.2005 - 10.2009
- Developed sales territory, securing new accounts and training brokers on business systems and mortgage regulations to enhance compliance and performance.
- Earned President's Club recognition for top sales performance in 2008, ranking as #1 representative in Northern CA market.
- Developed relationships with mortgage brokers to enhance partnership opportunities.
- Coordinated loan applications and documentation for timely processing and approvals.
- Analyzed market trends to identify potential growth areas for wholesale accounts.
Integrated Solutions Manager – SLED, Healthcare, EDU
SBC
Sacramento, CA
01.2002 - 09.2005
- Increased sales across biotech, community-based organizations, state agencies, and UC/CSU medical centers through VoIP, DWDM, MPLS, and optical networking solutions, surpassing quota in first year.
- Achieved recognition as #1 Healthcare Datacomm Rep, 2006, by leading successful RFP response for UCSF's next-generation Metro Area Network in collaboration with SBC Data Services and Cisco.
- Led cross-functional teams to deliver integrated solutions for clients.
- Developed strategic plans to enhance client service delivery processes.
- Collaborated with stakeholders to identify business needs and opportunities.
Northern California Sales Manager
Applied Computer Solutions
Sunnyvale, CA
08.2001 - 08.2002
- Led Northern California public sector team in sales of Unix, networking, security, and virtualization solutions from Sun, EMC, NetApp, Oracle, and Veritas.
- Exceeded sales quota in 2004, achieving top sales performance.
- Developed sales strategies to increase market share for technology solutions.
- Managed key client relationships to enhance customer satisfaction and loyalty.
- Led a team of sales representatives to achieve quarterly targets in software sales.
Territory Account Manager
Acclaim Technology / ACS
San Jose, CA
01.1994 - 07.2001
- Developed territory for UNIX, network voice/data, and network management solutions (Sun, Oracle, EMC, Hitachi, NetApp), enhancing client engagement through application consulting.
- Generated over $25M in annual sales for 3 consecutive years, contributing 25% of total company revenue.
- Managed territory accounts to enhance client relationships and drive sales growth.
- Developed strategic account plans to align with client business objectives and needs.
- Collaborated with cross-functional teams to deliver tailored solutions for clients.
Education
University of Oklahoma
01-1992
Skills
- Federal & SLED Sales
- Aerospace & Defense
- SaaS / Cloud Solutions
- AI & Machine Learning
- Procurement Contracts & Negotiations
- Strategic Account Management
- Team Leadership & Mentoring
- Public Sector Business Development
- Quota Attainment & Revenue Growth
Personal Information
Title: Regional Sales Manager — Aerospace & Defense
HONORS & AWARDS
President's Club Qualifier, 2017–2020, Federal Rep of the Year (Cornerstone OnDemand, 2024), SLED Rep of the Year, 2018 & 2019, #1 AirWatch Partner in the West, 2012, #1 Rep, Northern CA Market, 2008
Timeline
Regional Sales Manager, Aerospace & Defense
Cornerstone OnDemand
04.2024 - Current
Sr. Account Executive, Public Sector
Amazon Web Services (AWS)
06.2021 - 04.2024
Regional Sales Manager, Public Sector
Cornerstone OnDemand
04.2015 - 06.2021
Senior Enterprise Sales Manager – Public Sector
Global Blue DVBE
05.2013 - 04.2015
Western Region Sales Manager
Enterprise Mobile
08.2011 - 07.2012
Senior Territory Account Manager
Apple Computer
06.2010 - 08.2011
Regional Account Manager, Public Sector
Nexus – A Dimension Data Company
01.2009 - 06.2010
Wholesale Account Executive
Countrywide Mortgage / Chase Wholesale
12.2005 - 10.2009
Integrated Solutions Manager – SLED, Healthcare, EDU
SBC
01.2002 - 09.2005
Northern California Sales Manager
Applied Computer Solutions
08.2001 - 08.2002
Territory Account Manager
Acclaim Technology / ACS
01.1994 - 07.2001
University of Oklahoma