Mike K.

Visionary
DISC Type : Ds

Partner, Global Field Operations at ILS

Reston, Virginia, United States

Overview

Mike Kilrain is a Federal Technology Leader and the Founder of Integrated Lifecycle Solutions with a 30-year track record supporting the US government. People he has worked with describe him as a strategic, results-oriented, and outstanding executive leader. He holds an MS from the University of Maryland.


He operates with the philosophy of thriving in the “grey” rather than seeing challenges from a purely black-and-white perspective.

Personality Overview

Big Vision Person

Fast But Thoughtful

Risk Tolerant

They exhibit a rare combination of being result-oriented but patient at the same time.  Reading between the lines and seeing beyond your words comes naturally to them. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

SaaS for Government
His company, ILS, focuses on deploying and managing commercial SaaS solutions in highly regulated government environments, a topic he frequently posts about.
Federal Technology
His entire 30-year career has been dedicated to leading technology companies that support the US federal government.
Strategic Partnerships
He recently highlighted his company's successful partnership with AWS, expressing gratitude for their support and sponsorship in bringing innovation to customers.

Media Appearances

Mike has no verified media appearances

Work History

4-2023
Partner, Global Field Operations at ILS
9-2022 - 12-2024
Strategic Consultant at Sojourn Consulting LLC
8-2021 - 9-2022
Vice President, USG at Chainalysis Inc.
1-2017 - 8-2021
RVP, USG Programs at Elastic
12-2014 - 11-2016
Director Federal Markets at SingleStore

Education

MS from University of Maryland
BA from Assumption University

More Information

Social Presence :

Prographics :

Exp : 30 Location : Reston, Virginia, United States Job Level : N/A Designation : Partner, Global Field Operations at ILS
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • You can spend time on BANT (or other qualification methodology) but keep it to the point
  • Come across as a trustworthy professional and be respectful, they usually know their game
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't go over them unless you are left with no other option
  • Don't take their patience for granted, avoid long-winding sermons

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Mike

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Mike take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Mike

Personality Compatibility


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