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Summary

Multidimensional leader with diverse business and technology practical experience building direct and indirect solution sales / delivery organizations.  Motivational management style that is focused on customer business value has led to being consistently viewed as the "Go-To" person to achieve results.

* Broad experience in developing, managing and facilitating innovative Leadership, Sales and Operational Team training programs.

* Extensive background in IT and Data Communications sales, sales engineering and delivery management. * In depth expertise leading and growing B2B professional service and consulting organizations.

* P&L experience with all phases of Marketing, Operations, Delivery and Customer Satisfaction.

Work experience

Jul 2003Present

Partner

ProAct Business Development, USA

Global sales and leadership improvement organization that delivers high impact programs which change the behaviors of B2B sales, marketing and delivery personnel through facilitated and highly interactive training programs.  Programs typical achieve over 200% first year ROI's.

Oct 1999Jun 2003

Director, Professional Services

ThruPoint, Inc
Successful sales and delivery management of network infrastructure consulting teams for a professional services firm in a new geography. Developed the sales and delivery team’s skills while providing sales growth of over 100% each year with average margins over 50%.
Mar 1998Oct 1999

Managing Director

ACS/Micah Technology Services
One of five founding partners for new consulting company within $2B computer outsourcing services organization. Built a technology integration professional services practice, which included Y2K and network infrastructure consulting resulting in over $9M in sales of new consulting services in 18 months at over 50% average margin.
Mar 1996Mar 1998

Managing Director

Inacom Professional Services
One of four partners that built a new professional services business unit within $4B computer reseller while growing services revenue from zero to $14M run rate in first year with net margin of over 40%.
May 1995Mar 1996

National Channels Director

Harris Adacom (Genicom)
Developed and implemented the National channel sales strategy for Hosted Network Management service offering utilizing distributed network RMON probes with out-of-band SNMP threshold alerting capabilities.
Apr 1988May 1995

Area Systems Manager

BayNetworks (SynOptics)
Opened the South Central Area for SynOptics communications a start-up data networking corporation that invented Ethernet over twist pair telephone wires. While in multiple positions, consistently over achieved providing hardware sales, network management solutions, new business development, and personnel management.

Education

Computer Science

Control Data Institute of Technology

References

Ben Guthrie

"I worked with Tom several years ago as we were building Inacom Professional Services. Tom was always an advocate of the customer while also looking for the win-win balance for our company. We recently reconnected and Tom is still the top-notch person and professional that I remembered. An excellent person to work with!"

Bill Campbell

"Tom as Managing Director at Micah set the pace and was a key leader of Business Development, Customer Focused Solution Sales, Delivery and Post Delivery Customer evaluation and ongoing support. Tom was not a manager but more importantly a Leader who balanced a variety of value focused methods to drive both customer and employee satisfaction in our sales and delivery efforts. Tom's efforts resulted in the successful delivery of over $10M in revenue projects during my tenure at Micah. I would enthusiastically give my highest recommendation for Tom and seek out any opportunity to team with him in the future."

Steve Recker

"A highly ethical team player who manages his team in an enthusiastic positive way, even when things are difficult. A great sense of humor and intense focus on the customer and bottom line results. Tom is an experienced professional who has learned the ropes through real experience."

Organizations

Portfolio

Skills

Training Development and Facilitation
Extensive experience interfacing with all levels of client stakeholders and external partners to integrate existing and new leadership, sales and operational company strategies / business processes into cohesive learning programs.   Have managed and facilitated over 100 training workshops focused on leadership and sales improvement that hat included consultative approach, product initiatives, financial acumen, business processes and tools to drive behavior change.
Program/Project Management
Expert at managing simultaneous programs and projects in a broad range of disciplines including leadership improvement, sales training, data/voice networking, professional services and technology consulting engagements in multiple industries
Early Stage Growth Experience
Experienced at establishing and successfully growing new professional service companies and sales offices for several network technology organizations – ProAct Business Development., ThruPoint, ACS/Micah Technology Services, Inacom Professional Services, SynOptics/Bay Networks