Peter M. Thomas

Core Competencies

Select Engagement Highlights

• Hillspoint Consulting – Global Sales & Marketing Execution Specialist – Re-engineering sales and marketing organizations to deliver exceptional performance; from strategy & planning to execution & revenue generation: 15+ years and counting

• Teachstone Training – Sales Leadership – Consulting, assessment, training, professional development services integrated with a SaaS platform, designed to significantly improve teacher:child interactions and learning outcomes in the early learning market: 36+ month GTM strategy, sales leadership, and sales re-engineering project

• VividCortex – Sales Execution Strategist and Interim VP Sales – Developer of advanced SaaS platform for open-source database performance management and monitoring providing visibility into the data tier; servicing the Global 2000 companies: 34 month go-to-customer strategy and sales leadership project

• SPL WorldGroup (now Oracle) – Head of Global Sales – Provider of complex enterprise software solutions – CIS, CC&B, SmartGrid, CRM – for municipal and investor-owned electric, gas and water utilities; financial services; and waste management: 2+ years

• META Group (now Gartner) – Head of Sales – IT Consulting and technical advisory services for the Global 2000 companies; emerging markets; financial services & insurance, federal & local governments, utilities, and healthcare verticals: 5+ years

• Scivera – Strategist, CEO Advisor, and Sales Execution – Launching ground-breaking SaaS-based toxicology and chemical/hazard assessment platform at enterprise/brand layer and SMB markets: 36+ month sales strategy and revenue generation project

• CivicPlus – Head of Sales, Marketing & Strategy – Building SaaS-based applications and constituent portals for state and local government customers: 2 year strategy and rebuild project

• Nemours Brightstart – GTM Strategist & Channel Development Lead – Providing advanced curricula for at-risk and potentially disadvantaged children – Infant, Toddler, Pre-K and Elementary: 12+ month strategy, sales & marketing project

• Confidential Client in Early Education Market – GTM Strategist & Infrastructure Developer – Launching new product and services suite developed by world-renowned early childhood development experts: 6 month strategy and team build project

• e-PoweredSchools – Head of Sales & Marketing – Providing teaching and parent collaboration tools and portals for K-12 and Higher Education: 18 month strategy and build-from-scratch project

• Knowmadic – President – Turnaround of a troubled business process management (BPM) solution developer targeting global utilities and industrial companies: 18 month distressed turnaround

• Greenlight Biofuels – Sales & Marketing Leadership – Mid-Atlantic-based producer/refiner of green energy from waste materials: 2+ year rebuild project

• Metropolitan Shuttle – Sales & Strategy Development Specialist – Developing demand generation strategies and providing sales training and customer engagement methodologies and workshops: ongoing strategy and team development project

• TECHtonics Research – Interim COO – Global market research and business analytics: 15 month re-engineering

• IntelliCap – VP Sales & Strategy – Consortium of global technology firms: 18 month strategic acquisition

• Eurosoft International – SVP – International business development and channel management: 5+ years

• Precision Software – EVP – Developer and global distribution of UNIX and PC business software: 4+ years

Key Results & Accomplishments

• Seasoned executive with 30+ years of multi-million dollar P&L experience, with a track record of building and developing revenue-generating organizations in 15+ foreign countries.
• Experienced in technology start-ups in new and emerging markets – was the driving force behind 6 from-the-ground start-ups; 5 of which were highly successful, with consistent year-over-year growth between 30% and 50%.
• Designed, built and managed major vertical sales organization from scratch, generating $22MM in revenue in under 24 months: focused on financial services and insurance; federal and state & local government; electric, gas and water utilities; healthcare and retail.
• Rebuilt and trained an inexperienced sales team to adopt strategic go-to-customer and 3-D customer engagement processes: grew sales by >60% in 12 months, launched on-line technology platform to 150% of expectation, and achieved 112% of aggressive stretch goal.
• Managed 5 international sales teams and a network of channel partnerships in the Americas, Europe and Asia/Pac that closed $39MM in software licensing contracts, plus associated service and support revenue, within a 9 month period.
• Planned, implemented and led the US start-up of a European solutions provider – recruiting and training 39-person team – while concurrently managing global network of 65+ sales reps, VARs and partners in the Americas, Europe, Asia/Pacific and the Middle East.
• Tasked by lead investors to manage two technology turnarounds after multi-million investments failed to deliver required results: succeeded in both cases, creating an attractive acquisition candidate and a profitable on-going business.
• Developed and executed aggressive go-to-customer initiative for a client that opened 3 new geographic markets that became sector leaders inside 6 months; grew customer base 150% within 12 months; and tripled market footprint in 18 months.
• Created and delivered series of sales and marketing training programs and workshops that increased revenue, productivity and staff retention by 22%-27%, and were hailed as “one of the best approaches in years to growing sales and market share!”.
• Designed and implemented 7 CRM – customer relationship management – systems with accompanying dashboards and reporting/tracking infrastructures; including system/framework design, project management, training, rollout and oversight.
• On three different occasions, founded and led inter-department workgroups to design, build and deploy system demonstration and proof-of-concept sandboxes to better illustrate solution value proposition and to markedly differentiate the company from the competition.
• Created social media marketing programs that increased company and product awareness, expanded the social network from 900 to >22,000, and increased customer touches by 800%.

Education

• University College of Wales, Swansea, United Kingdom
• Majored in Geology, Minored in Computer Science

Affiliations & Speaking Engagements

• Member of Standards Council, Forrester Research, Boston, MA
• Board of Directors, Top Bar Marketing, Oxford, MS
• Board of Advisors, Incentium Corp, New York, NY
• Frequent speaker on global expansion and international business development at industry events in the South-East and Mid-West
• Business development coach and operations mentor for members of several entrepreneurial organizations and business incubators in the Mid-Atlantic
• Presenter of highly-regarded sales and marketing development workshops on value-based situational sales engagement and branding strategies