Kyle White
Austin,TX
Summary
Dynamic sales leader with over 20 years of experience in the SaaS technology sector, excelling in new acquisition, channel, and alliance sales. Proven track record in crafting and executing effective go-to-market strategies that consistently exceed sales targets across diverse industries.
Expertise in collaborating with C-level executives and key decision-makers to drive transformative business processes and uphold market leadership through innovative technology solutions. Committed to leveraging extensive industry knowledge to foster growth and deliver exceptional results.
Overview
20
20
years of professional experience
1
1
Certification
Work History
HCM SALES DIRECTOR– US & CANADA
The Hackett Group
Austin, Texas
01.2025 - Current
- Individual contributor focused on HCM revenue growth and GTM strategy for all of North America and Canada.
- Grown Hackett’s HCM business by 170% YOY. Created sales strategy for virtual team collaboration & GTM plan
- Finished FY25 at $11.1M on a $5M yearly sales quota
DISTRICT SALES MANAGER– DALLAS
Paychex
Austin, Texas
01.2023 - 2025
- Managed and developed a team of 8 field sales professionals focused on providing tailored HCM solutions to meet the needs of enterprise-level SMB clients.
- # 3 overall team attainment in MMS Enterprise Sales division out of 36 teams (106%)
- Grew business by 61% YOY. Largest growth rate in all of Paychex sales divisions
DIRECTOR OF SALES– TEXAS
TriNet
Austin, Texas
01.2021 - 01.2023
- Led a team of 8 high-energy, Field Sales Professionals that provided SMBs with full-service HR (PEO) solutions
- Achieved Presidents Club Award for exceptional sales performance in 2021-22, exceeding targets by 156%.
- Established Texas sales organization, overseeing recruitment and integration of 32 sales representatives and 3 directors across Austin and Dallas.
- Led 2 Field Sales teams with 6 vertical specializations both finishing over 100% to plan for FY22
REGIONAL MANAGER NORTH AMERICA– ERP/EPM/SCM
Oracle
Austin, Texas
01.2020 - 01.2021
- Led a team of 11 sales professionals focused on new acquisition within Enterprise accounts ($2B+ Annual Revenue), selling cloud-based financial and planning solutions.
- Recognized as Regional Manager MVP for Q2 FY21, achieving nationwide distinction among all product pillar managers.
- Directed and coordinated weekly organizational meetings aimed at improving account penetration and providing best practice training for 165 representatives.
- Drove exceptional results, achieving 128% of goals in FY20 and 152% in FY21 to enhance organizational success.
REGIONAL MANAGER NORTH AMERICA CUSTOMER TO CLOUD – ERP/EPM
Oracle
Austin, Texas
01.2018 - 01.2020
- Led a team of 10 sales professionals whose focus was to move Oracle on-premises Enterprise (2B+) customers to the cloud.
- Recognized as Regional Manager MVP for Q1 and Q3 FY20, achieving nationwide distinction among 68 Regional Managers across all product pillars.
ACCOUNT EXECUTIVE– ERP/EPM STRATEGIC ACCOUNTS- LIFE SCIENCES
Oracle
Austin, Texas
01.2015 - 01.2018
- Identified, developed, and closed business opportunities within Enterprise level accounts in the Life Sciences vertical. Bringing in sales revenue by fostering relationships with C-Level contacts and maintaining solid relationships to accomplish a land and expand approach.
- Oracle Presidents Club winner 2018 (214%)
- #1 attaining sales rep in Oracle Enterprise Division (200+ reps) with 1.9M ARR in Cloud Sales
- Senior Rep Council Leader for ERP/EPM Across multiple business units
SENIOR TERRITORY ACCOUNT MANAGER
Telogis
Austin, Texas
01.2014 - 01.2015
- Prospected and secured new business opportunities in a product-focused sales environment. Collaborated with channel-specific field sales teams to acquire new clients through OEM partnerships with companies like Volvo/Mack and Ford.
- Achieved 110% of fiscal year 2014 goals. Received recognition in top achiever’s club for outstanding performance.
- Consistently delivered exceptional sales results, ranking as the leading revenue generator for 7 of the first 9 months of FY2015.
- Winner of multiple sales contests, including Best Demo Presentation & Best Technical Solution Provider
ACCOUNT EXECUTIVE (DALLAS, TEXAS REGION)
VMware
Austin, Texas
01.2012 - 01.2014
- Achieved significant growth in VMware's channel footprint and new acquisition of server vSphere adjacency products, vCloud infrastructure, and enterprise virtualization solutions. Guided clients in tailoring IT infrastructures to suit present and future virtualization demands, resulting in a thriving sales pipeline.
- Surpassed performance goals by achieving 112% of target for FY13 and 108% in the first quarter of FY14.
- Recognized as MVP three times through quarterly peer voting, demonstrating consistent excellence and leadership.
- Achieved recognition as a top performer in multiple sales contests, including November and December 2013.
PRODUCT MANAGER
Dell Inc.
Round Rock, Texas
01.2010 - 01.2012
- Led initiatives to achieve sales growth for Barco medical displays and Rubbermaid medical carts and mounting solutions across all business units. Developed strategic resources and marketing campaigns to elevate revenue and expand Barco/Rubbermaid's market footprint.
- Achieved record-breaking Dell sales for Barco in FY11, marking the highest quarterly performance in a decade-long partnership.
- Drove revenue growth for Barco, elevating average quarterly revenue from $1.75 million to $3.8 million over two years.
- Achieved 105% performance rating in product manager role for FY11 Q1.
RELATIONSHIP SALES REPRESENTATIVE III
Dell Inc.
Round Rock, Texas
01.2008 - 01.2010
- Spearheaded identification and development of sales opportunities for Dell's third-party S&P within large enterprise accounts in Northern California.
- Recognized as Sales Representative of the Year for fiscal years 2010 and 2011.
- Exceeded floor average in every quarter in relationship sales role
- Consistently surpassed sales quotas by achieving over 130% in three consecutive six-month quota periods.
FRONT LINE SALES MANAGER E&A • INSIDE SALES REPRESENTATIVE I
Dell Inc.
Round Rock, Texas
01.2006 - 01.2008
- Achieved substantial revenue growth through the development of innovative business strategies and effective market intelligence utilization. Drove initiatives that enhanced return on investment and promoted an entrepreneurial mindset to successfully close business deals.
- ACES and Core Sales Manager with #1 month-over-month ROI
- Managed a team of 12 individual contributors responsible for 2M in annual revenue
- Recognized with Managerial Excellence Award by VP for exceptional team performance and leadership.
- 129% attainment with a pinnacle of 285% in second month which led to being Circle of Excellence sales trip winner
Education
B.B.A. - Business Management
Concordia University
Austin, TexasSkills
Experienced in:
- C-level Engagement
- New Acquisition
- In-Person and Virtual Consultative Selling
- Pipeline Management
- GTM Strategy Formulation
- Market Penetration
- Client base growth
- Forecasting
- Optimized Resource Planning
- Value Proposition Development
- Adjacency Selling
- Lead/Revenue Generation
- Sales Campaigns
- Quota Achievement
- Sustained Development
- Grass Roots Prospecting
- Product Demand Generation
- Partner Program Development
- Channel/Alliance Selling/Training
Certification
Sandler Sales Methodology Training, Selling Through Curiosity, SAAS, Microsoft Office, VMware, Adobe Suite and Citrix
Timeline
HCM SALES DIRECTOR– US & CANADA
The Hackett Group
01.2025 - Current
DISTRICT SALES MANAGER– DALLAS
Paychex
01.2023 - 2025
DIRECTOR OF SALES– TEXAS
TriNet
01.2021 - 01.2023
REGIONAL MANAGER NORTH AMERICA– ERP/EPM/SCM
Oracle
01.2020 - 01.2021
REGIONAL MANAGER NORTH AMERICA CUSTOMER TO CLOUD – ERP/EPM
Oracle
01.2018 - 01.2020
ACCOUNT EXECUTIVE– ERP/EPM STRATEGIC ACCOUNTS- LIFE SCIENCES
Oracle
01.2015 - 01.2018
SENIOR TERRITORY ACCOUNT MANAGER
Telogis
01.2014 - 01.2015
ACCOUNT EXECUTIVE (DALLAS, TEXAS REGION)
VMware
01.2012 - 01.2014
PRODUCT MANAGER
Dell Inc.
01.2010 - 01.2012
RELATIONSHIP SALES REPRESENTATIVE III
Dell Inc.
01.2008 - 01.2010
FRONT LINE SALES MANAGER E&A • INSIDE SALES REPRESENTATIVE I
Dell Inc.
01.2006 - 01.2008
B.B.A. - Business Management
Concordia University