Work History

Work History
2011 - Present

Sr. Director, Global OEM Sales

Sangoma Technologies Corp

A fast growing Distributor/Reseller/OEM/Service Provider focused Telecom software & hardware company with headquarters in Markham, Ontario.

Responsible for all aspects of Global OEM sales for the entire Sangoma product line, including legacy PSTN cards, Vega VoIP Gateways, Session Border Controllers, MS Lync Appliance, SS7-VoIP Gateway Appliance, Transcoding Appliance and Contact Center solutions. Also responsible for the North America and Europe distribution business.

  • Launched innovative sales promotion programs to distribution network - "Oligopoly", "Vega Mega Bucks", "Vega Cash Bonanza, and "Holiday Cash"
  • Negotiated key wins with Interactive Intelligence, EE/T-Systems, Aircell/Gogo, Fortinet, BB&T, Communications Test Design, Inc., Emergency Callworks, GFI, & Siemens Industry 
  • Global sales top performer 2012 & 2013
2006 - 2011

EVP, Sales & Marketing

Commetrex Corporation

An early-stage OEM/Reseller/Service Provider focused, Telecom software company with headquarters in Atlanta, Georgia.

Managed Sales & Marketing Organization, including Director, Marketing, Director, Business Development, and Director, Enterprise Marketing.

  • Negotiated Intellectual Property deals to secure two new products, BladeWareVXi, VoiceXML interpreter, & BladeWareStudio, VoiceXML application creation tool, and led the on-going marketing and  development of those products.
  • Secured two significant industry-recognized Board members to strengthen the team.
  • Managed all aspects of Microsoft relationship, including co-marketing activities and the launch of a new product for Exchange 2010 
  • Promoted aggressive lead generation programs – e-marketing, events, website, & partner programs /contests. Sales leads 2009 vs. 2008 - 229%.
  • Directly managed all major events and shows 2009-2011.
  • Re-designed and launched new corporate website, focusing on increased views by an enhanced look-and-feel, improved search engine optimization techniques, and Google adwords campaigns.
  • Launched Twitter, Facebook, "Mike's Musings" Blog, Youtube, & Linked-in corporate sites. 
  • Created and launched multi-video informational series called, "My fax machine doesn't work!"
  • Increased annual support revenues by 87% from 2007 to 2011.
  • Negotiated key wins at Aspect ,Sandata,, Altigen, UnisysPortugal Telecom,Pika Technologies, Teles AG, NewRock Technologies, & Interactive Intelligence. 
2004 - 2006

SVP, Sales & Business Development

Vocalocity Inc.

An early-stage venture capital funded, OEM/Service Provider-focused, Telecom software start-up with headquarters in Atlanta, Georgia. Assets sold To Zivva due to lack of funding in 2006.

Managed Sales & Business Development Organization, including V. P. Business Development & Strategy,

V. P. OEM Sales, and 2 Sales Directors.

  • Increased business > 65% from FY’2004 to FY’2005.
  • Secured key OEM relationships with market leaders, such as AspectWestCorporationCantata, Siemens Enterprise, which contributed significantly to the growth.
  • Launched aggressively into Europe, Scandinavia & Australia, opening significant opportunities in the U.K., Finland, Sweden, Germany, Russia, France and the Czech Republic.
  • Drove process-oriented approach to closing multiple new OEM’s, including utilizing CRM extensively & other tools.
  • Managed all goals and budgets and introduced new impactful compensation and incentive plans.
  • Transitioned VAR business to Master VAR, reducing sales & support costs for that business segment.
2002 - 2004

EVP & General Manager

Barco Inc.

North American subsidiary for a Belgium-based world leader of professional display and visualization solutions for the business-to-business and reseller markets, with North American headquarters in Atlanta, Georgia. Restructured U.S. operations in 2004 and closed Kennesaw location.

Managed all aspects of North American business, including Sales, Marketing, Service, Finance and Administration for the Digital Signage, Rental & Staging, Control Rooms, Presentation, Home Theatre and Digital Cinema. Headcount – 125, including 8 division managers.

Launched Canadian subsidiary company, Barco Canada, in January 2004 and directed all aspects of that business, including business plan, budgets, recruitment, office location, and major kick-off event.

  • Increased business from FY’2002-FY’2004 by 12.5%, (>$75.0M) while reducing costs as % of sales vs. business decline previous 2 years and significantly reducing Accounts Receivable and Inventory during this period.
  • Increased Barco Canada orders from $1.2M to $4.5M CDN in first year.
  • Directed major corporate multi-divisional wins that led directly to $10.0M in orders, including Kennesaw State University, Gaylord Hotels, Wynn Casino, Bloomberg, CNN, & Toronto Eaton Center.
  • Energized sales organization, including replacing 3 non-performing Business Unit Managers, the Director of Marketing, and 9 Regional Sales Managers, as well as adding a new Media G.M.
  • Introduced OEM Leasing Programs in Canada and the U.S. (Irwin/Onset).
  • Directed channel program roll-out in Presentation & Digital Cinema units – collateral, sales kits, CD-roms, contests & incentives and introduced OEM Leasing Programs in Canada and the U.S. (Irwin/Onset) to fuel the growth.
  • Key member of acquisition team for Trans-Lux Sports by Barco Media in 2003. ($12.0M revenue in 2002).
  • Member of the Board of Directors, Barco Canada.
2000 - 2002

SVP, Sales & Marketing

A venture capital-funded, standards-based.Telecom software start-up, focused on Enterprises & Service Providers, headquartered in Toronto. Acquired by Genesys Labs in 2006.

Managed Worldwide Sales & Marketing Organization. Headcount – 10.

  • Increased business 900% from FY’2000-FY’2002. ($1.0M to $9.0M), while personally being involved in closing multiple significant transactions, including Verizon, SBC, AT&T, Citibank, Wyeth, Simplex Grinnell, & AIG, all of which were new accounts.
  • Led business to first profitable year in company’s history in 2002.
  • Energized sales organization, including replacing 3 non-performing sales reps with industry top performers and managing 2 struggling sales reps successfully through P.I.P. Programs.
  • Promoted aggressive lead generation programs – e-marketing, viral marketing, events, website & partner programs - collateral, sales kits, CD-roms, contests, incentives.
  • Introduced multiple processes , including new forecasting methodologies, to enhance productivity and decision-making, increasing profitability.
  • Managed Key Partner Relationships - Nuance , Speechworks, & Intel, which contributed to our rapid growth.
1994 - 2000

Vice President, Sales - Communications Systems Network Group

Sony of Canada Ltd.

A world leader in Broadcast, Projection & Conferencing, Storage, Digital Imaging, Digital Cinema, and other Audio-Visual technologies, headquartered in Japan.

  • Managed Canadian Sales & Systems Engineering Organization. Headcount - 65;
  • A member of the Board of Directors, SMART Toronto &  a manager of SMPTE Toronto chapter.
  • Increased business 42% from FY’96 – FY’99. ($75.9M to $108.0M) while personally being involved in closing multiple significant transactions, including CBC, Molson Arena, Calgary Saddledome, Air Canada Center, CanWest Global, CTV, and City-TV.

  • Introduced dealer analysis and follow-up, incentive programs/trips and directed annual customer/dealer appreciation events which resulted in significant channel growth as a result.

  • Introduced high energy/quality annual sales meetings & internal incentive programs to drive sales.
  • Negotiated strategic alliance with AT&T Capital in FY’97 and Onset Capital in FY’98 for Sony private label leasing program, which led to an increase of sales & profitability.
  • Developed high-level customer relationships in all major accounts and dealers.

  • Successfully launched HealthworksTMS Corp., a Sony Tele-medicine spin-off in January, 2001.
1990 - 1994

National Sales Manager; President

Control Data Canada Limited

An international mainframe & mini-computer manufacturer, with worldwide headquarters in Minneapolis, Minn.

Directed Canadian operations encompassing Sales, Customer Service, Finance, Marketing, Administration, and Human Resources functions. Total headcount - 80.

  • Drove 104% increase vs. 1992 budget operating profit; 28% increase in 1992 Purchase Revenue/30% increase in 1992 Professional Services over 1991. Major Accounts included Ontario Hydro & University of Western Ontario.
  • Initiated and directed acquisition of Antares Electronics Inc., a $100.0M revenue PC Systems Integrator, in October 1993.
1986 - 1990

National Director, Sales & Systems

Data General Canada Ltd.

An international mini-computer manufacturer, with worldwide headquarters in Westboro, Mass.

Managed Sales and Systems Division consisting of 3 regions, 10 branches, 55 sales representatives. In addition, directed DG/Direct, a 1-800 order processing team, and the Continuing Products Division, a refurb products business. Total headcount – 135.

  • Established single month's booking record of $12.2M and string of profitable quarters in 1993.

  • Achieved 105% vs. revenue budget of $65.0M in 1993.

  • Co-Authored Training Program for Selling Skills, Sales Management, Channel Management, & Major Account Management. Most are currently offered by Performax Technologies Inc.



Bachelor of Arts

While at York, I wrote for the University newspaper as well as being a member of student council. In my role as social activities co-ordinator on student council, I was responsible for directing all aspects of York's winter carnival event in my second year at York, a major 4-day event featuring music, drama, and comedy, including Canadian headliners, April Wine and Robert Charlebois.



Sales, Marketing & Business Development

  Areas of Expertise   Entrepreneurial Leadership Budgeting & Forecasting Recruitment, Team Building & Mentoring New Business Development Strategic Alliances & Partnerships Cold Calling & Prospecting Organizational Leadership Price & Contract Negotiation Channel/Major Account Development Key Account Management Profit & Loss Management Relationship Development   Demonstrated ability to consistently over-achieve orders and revenue targets, while controlling costs and producing increased profitability.    


Sports - Hockey, Skiing, Golf, Walking, Exercise (4-5X weekly)

Hockey Writing -  Carolina Hurricanes Blogging & Tweeting

Entertainment & Media - Learning to play guitar, Video/Photo Production, Home Media PC

The Arts - Music, Theatre, Movies

Personal - my two incredible daughters

Travel - International and domestic

My Personal Highlights

  • Directed all aspects of Northern Telecom’s involvement in 1986 Olympic Games, as an “Official Supplier” to the Games.

  • Directed Technology component of the Toronto Bid, which finished runner-up to Beijing, for the 2008 Olympic Games, including leading the presentation to the IOC.


Mark Rayburn

President, DemandVoice LLC (business partner)(was with another company when working with you)

“Tom is high energy and high integrity. I first worked with Tom at VoiceGenie, then later at Vocalocity. He is always open to new ideas and stimulates the creative process, then tests the value prop or moves on. He is a great communicator and knows how to attract/grow talented staff. Tom would be a positive asset to any organization he decides to join.”  ( 2006)

Michael O'Keefe

Director of Reseller Channel, Vocalocity (colleague) Now, Director, Client Advocacy at Datatrac Corporation(reported to me)

“Tom is very results oriented and supportive of his people. He created an enjoyable working environment, and is very supportive about being in front of customers. I highly endorse Tom.” (2006)

Jeff Haynie

Former co-founder and CTO, Vocalocity, Inc. (colleague) Now, Co-Founder, CEO of Appcelerator, Inc. (managed me indirectly)

“Tom is a very energetic and highly motivated senior sales manager. I really enjoyed working with Tom and helping Tom drive customer sales. Tom understands what drives and motivates sales professionals working for him and how to get maximum performance out of his team.”  (2006)

Alain Solomon

VP sales & Marketing, Barco (colleague)(worked directly with me)

“Tom has the power to share his vision of the Business and share it with his colleagues and subordinates. His leadership is a great asset for the company he is working with. His decisions created value for the company on the long run.”  (2006)

Eric Jackson VP, Strategy & Business Development, VoiceGenie Technologies, Inc. (colleague) Now, Managing Member at Ironfire Capital LLC(reported to me)

“Tom oversaw a great sales team at VoiceGenie that really came together under his leadership. His was a calm and strong voice on the Management Team. He drove the team and ultimately delivered aggressive results that he signed up for.” (2006)

Mark Scott

CTO, VP R&D, VoiceGenie Technologies Inc.(colleague)

Now, VP Development, Genesys Telecommunications Labs

(worked with me)

“Tom was a great guy to work with - always full of energy and enthusiasm in facing any situation. Ultimately, that drive and focus translated into results - in this case, growing sales by an order of magnitude and achieving profitability.” (2006)

Jerry Combs

Director, Barco Display Solutions Team, North America

Now, VP Level Sales, Strategy and Business Development Leader

"Tom always brought great energy and strategic thinking. I enjoyed our time together at Barco. We collaborated closely on our business plan; including the coexistence of a channel approach and direct sales..Our partners often commented on the significant improvements they experienced..I would be happy to recommend Tom for a business technology leadership role."


Revenue Generation◊Market Expansion◊Profit Growth◊Bottom-Line Results

Top-performing professional with extensive experience and verifiable results in business-to-business, channel, and OEM sales and marketing. Talent for identifying and maximizing business opportunities. A visionary, outstanding presenter and negotiator with the demonstrated ability to sell ideas, concepts, and programs to senior-level executives. Expert at developing superior relationships with multi-million dollar clients and partners. Well-rounded expertise in a multitude of industry segments and geographies. A collaborative leader, trainer, and team builder, producing top performing employees and teams. Ready and willing to travel. Willing to re-locate.

Professional Development

Numerous development courses, including Xerox, Miller Heiman. Power-Based Selling, Counselor Selling, Solution Selling, & Padgett Thompson courseware.

CRM systems, such as SAP, ACT,, Maximizer.

Public Speaking

High-impact presentations at industry shows/events, webinars, sales seminars, internal company events, and customer events.