VP | Director of Channel Marketing and Strategic Partnerships
Seasoned & Visionary Executive with a strong record of success in steering sales strategies, cultivating high-value partnerships, and driving revenue streams within the technology sector. Proven success in business development, partnership building, strategic negotiations, and securing high-value transactions, resulting in substantial recurring revenue. Consistently surpassing revenue targets, amplifying profitability, and propelling companies to unprecedented success through innovative pipeline development and strategic collaborations.
Currently located in Tampa, FL. Open to remote and hybrid.
Experience
April 2005 | December 2023
Business Development Manager/Partner & Client Manager
Crafted and executed an innovative B2B sales strategy for charter school board management software, envisioning revenue potential ranging from $250K to $1.5M+ and identifying a lucrative exit opportunity by 2024.
Director of Marketing & Strategic Partners
Formulated and executed channel partner initiatives centered on financing and leasing solutions, facilitating streamlined access to advanced technology for customers. Catalyzed a threefold surge in TAMCO's business, culminating in $50M+ in 2008, marking the company's highest performance in two decades.
Early Career:
Digitech Inc. | Business Development Manager
CenturyLink | Account Executive
Black Box | VP of Sales
Xerox | Account Executive
Results
Pioneered the TAMCOnnect channel partner program, which propelled TAMCO to over $50M+ in submissions, recognized as the highest achievement in company history.
Facilitated negotiations to secure a $1M+ transaction resulting in $500K in recurring revenue (total contract value of $1.5M), marking the company's second-largest transaction in three decades.
Generated a $10M+ new pipeline by identifying high-potential partners, refining onboarding procedures, and integrating this success into the company's Go-to-Market strategy.
Expertise
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Business Development
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Key Account Management
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Sales Management
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Project & Program Management
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Partnership Building
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Channel Development
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Problem-Solving
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B2B Sales Strategies
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Branding
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Territory Growth
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Contract Negotiation
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Client Relationship Management
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Financial Acumen
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Strategy Development & Execution
Education
Bachelor of Science (BS)
Finance
Master Business Administration (MBA)
Marketing
Meet Michael
Q & A
Why did you choose your profession?
Early in my career, I realized that I wanted to solve problems for people. If you solve problems, you can add value to any organization. As I looked at the organizational structure, the sales/business development function seemed to provide me with the opportunity to solve problems for customers and if successful I would be rewarded for that effort. Many people think sales is easy, but everything starts with sales (there is a process) and all other areas are there to support the sales efforts and implement the solutions that solve the customer's problems. Building relationships and solving problems is why I chose this profession.
Who is the one person who has done the most to shape you into who you are today? How was the person significant to you?
My parents taught me to strive for excellence, keep in mind what is important and keep working to be better each day. Hard work with a little luck is how you find success in life. Define what success is for myself and work to find joy in all that I do. My mom passed away about 15 years ago, but her legacy is still with me as I focus on loving my family. My dad still provides wise counsel to this day and extends his pearls of wisdom to my two boys and others around him.
What has been the greatest accomplishment of your life so far?
My two boys are the greatest accomplishments of my life so far. When you have kids, your life is no longer about you, but others. I could not be prouder of them and the young men they are becoming. Is there anything you wish to do even better? Setting goals is important but we must look at the journey not just the result. I wish that I had been more present at different periods of my life. Giving a little more time to my wife, my kids, those projects with tight timelines so that I can learn fully and appreciate the journey and not just the result.
How would your peers and team members describe your responsiveness as a leader?
Michael is the type of leader you want to follow, because he is willing to roll up his sleeves and work alongside you to get the job done. When it comes to making decisions, he is willing to look at the facts and looks for input from others but then decide to best solve the situational factors. His goal is to make his team successful, not just himself.
Testimonials
“Over the years Michael Laccabue has helped me realize the importance of dedication and professionalism. He has been asked to lead in sales, marketing, and business development over his tenure at TAMCO and each time he has elevated our presence and value to our partners and customers. He understands that there is very little predictability in today’s sales and marketing processes and has always adjusted to the unforeseen, high–pressure situations at a very fast pace. Michael never came to me with a problem or challenge that he didn’t already have a solution or recommendation. His ability to understand business first and identify the motivating factor behind each opportunity makes him invaluable to any team or company. I am very confident that Michael will make a good team great and contribute to any organization at a very high level.”
Paul Metzheiser, Managing Partner, TAMCO
“I have known Michael Laccabue for more than 12 years. He’s always been a professional, logical and trusting individual. I’ve watched him in his professional and personal victories, as well as his challenges. He demonstrates a level of humility and strength I value in colleagues and friends. He is sound and reliable, and has a genuine care for people. As a small business owner with my own employees, I seek out people who are humble, hungry and smart…but also who are tenacious in their work effort, and loyal the greater good of the team, the organization, and our cause together. Michael is that type of guy.
From a personal standpoint, Michael is one of the people in my life I go to for sound and reliable advice. I’ve always believed a person’s marriage, their kids, their extended family, and friends, speak louder about their character and potential to help an organization than their words, experience, or resume. Michael is a hero too in these categories of character. In the pursuit of excellence in organizational staffing, you won’t find a human being as extraordinary as Michael Laccabue.”
Brian Heckman, Principal, The Heckman Group
“I have worked with Michael in various capacities over the last 15 years. Michael is an all-around team player; he always places the objectives of the organization above anything else. His integrity is unmatchable. Michael demonstrates a strong sense of personal accountability and commitment to the organization, his team-members, and customers. He is always willing to take on new challenges and open to new approaches to achieving objectives.”
Rich DeMartin, TAMCO, VP, Operations
“I have known Michael for over 30 years, in all of those years he has been the most trustworthy person I've ever met. We met as friends and through the years found many things in common. The biggest thing is that we are true to our family and friends. They are the most important thing to us. With Michael, the way to grow your family and show ability is to put everything you have into everything you do. Michael has shown his family and friends his great work ethic. Michael is very humble and makes sure that everything else comes before him. We have had the opportunity to work together over those many years when I was at Black Box and he was at TAMCO. Even though our friendship was very strong we kept it above board and like always kept it to business. We had much success along the way and Michael was always dedicated to the work in hand. I find Michael to be a very diligent worker, always focused on the customer first. He's a very smart and educated man who uses experiences to define solutions. I would highly recommend Michael to anyone inquiring about his ability. His dedication and loyalty along with success should be the greatest asset to any company that should look for his services. “
Alan Smith, Director – Global Channel Accounts, HighWire Networks
Interests & Hobbies
Tennis
Scuba
