Tom Howie Email & Phone Number

Pensacola, Fl, Us

Rockville, Maryland, Us

Pixspan provides the fastest data acceleration for moving large forms of data of any type and size to, from, and within the Cloud as well as offers unique On-Premise data solutions for full-resolution video and images. Pixspan's software products accelerate and enhance Cloud and On-Premise Workflows, offering unprecedented savings in time, storage and infrastructure costs.

Took advantage of an opportunity to help businesses overcome sales and marketing challenges. Built and managed a practice specializing in sales force building/transformation, channel strategy, market segmentations, driving hardware sales with services and improving margins with solutions.

Cary, North Carolina, Us

Recruited to lead Professional Services sales and business development including designing and rolling out programs, training sales teams, forging strategic partnerships, identifying prospects, crafting proposals and negotiating and closing deals for end-to-end managed services.• Orchestrated an integration. After BlueAlly acquired two infrastructure services firms, increased revenue and diversified by aligning and training both teams to cross-sell Professional Services to Infrastructure Services clients.• Strengthened relationship with strategic clients. Oversaw all aspects of CRM. Served as the ultimate escalation point for clients and internal staff on all program- and delivery-related issues. Coordinated clients’ as well as internal teams. Maximized overall program performance and client satisfaction.• Forged new relationships with multi-billion dollar target companies in order to nurture complex, consultative sales processes to successful conclusion.Results: Increased revenue by 20% cross-selling Professional Services into Infrastructure Services client base.

Tallahassee, Fl, Us

Hired from a consulting engagement to institute a solutions selling approach, revitalize Professional Services and reverse shrinking hardware margin trend. Built and led a team of 75 sales and support personnel.• Led a turnaround. Transformed the organization from a low margin hardware transaction focus to a consultative higher margin managed service type of solution to create a long term recurring revenue stream. Established a consultative sales force to work with 170 sales executives.• Revitalized a dormant business. Drove growth. Propelled revenue from $18M to $35M, a 94% increase. Led initiative to acquire M&A targets to fuel growth of Managed Infrastructure Services business unit.• Opened a new LOB. Developed professional /managed services from the ground up to $21M in 18 months. Built a top-performing team that garnered $11M in first-year revenue with consistent year-over-year growth of 35% to 50%. • Added new products and services. Restructured $100M Maintenance business to include expanded and higher value offerings (e.g., Life Cycle Asset Management). Results: Increased gross profit margin to ~35% with EBITDA contribution two to three times more than traditional lines of business. Created sustainable lines of businesses able to respond fast to a changing, volatile market.

Co-founded this developer of innovative technologies based on SharePoint platform. Established operating infrastructure. Directed strategic marketing, sales and customer relationships. Forged relationships with key strategic partners. Played pivotal role in achieving go-to-market and revenue growth objectives.• Established critical strategic relationship with Microsoft. Convinced Microsoft that KAnalytics could enhance its Sharepoint product to drive more software sales for Microsoft clients. Raised several rounds of investment capital from a variety of sources including Microsoft.• Designed and implemented a successful sales and delivery model. Built a network of world-class partners that facilitated rapid deployment of offerings.• Led complete capture life-cycle and built trusted relationships with senior-level executives at Microsoft to win the development contract for the Solutions Sharing Network (SSN), a top-level Microsoft-supported initiative. Negotiated retention of IP ownership of SSN and generated significant recurring revenue stream by extending support services to Microsoft partners in the US, Europe and Asia.Results: Drove $1.2M in first-year revenue for the startup and $2.3M pipeline with Microsoft.

Brought in to restructure sales and marketing operations. Managed $3.6M sales and marketing budget. Participated in shaping overall company vision and strategy as member of Senior Executive team.• Rebuilt North American sales force. Transitioned a reactive service business into a focused, sales-driven organization. Replaced 50% of the original sales force with talented senior sales professionals within six months. Restructured sales model and assumed frontline role in mentoring sales team for peak performance.• Revamped entire marketing organization. Linked marketing with sales activities at the national level. Created new positioning for the company; enhanced corporate identity and brand; designed and deployed a sales tool kit. Conceived and executed national marketing and sales campaigns. Results: Increased annual sales 7% and boosted quarterly revenue performance 14% . Drove the closing ratio from 24% to 58% despite complexities of long sales cycles. Generated $30M in new bookings (250% of a $12M target), nurtured a $500M+ pipeline. Won key accounts (e.g., CSC, EDS, Perot Systems, and Lockheed Martin).

Bachelor Of Science (B.S.), Marketing

Education record

Education record