Tom Tulloch
Marietta,GA
Summary
Servant leader with a democratic management style. Talented storyteller with impeccable customer facing and relationship development skills. Accomplished negotiator who excels at executing revenue generating plans and building winning sales and customer success teams. Thought leader with industry profile and loyal customer following. Skilled communicator and active listener who builds strong relationships with customers and employees based on trust and respect. Subject matter expert in travel technology and payments industries.
Overview
29
29
years of professional experience
1
1
Certification
Work History
Senior Director, Business Development
Early Warning Services LLC
Atlanta, GA
04.2023 - Current
- Joined Zelle parent as a key member of Paze digital wallet launch team
- Developed and managed relationships with Bank of America, US Bank Elavon, and TRUIST in pursuit of new merchant acceptance partners
- Attracted well known F500 brands to Early Adoption Program valued at > $50.0B in annual Ecommerce card volumes
- Conducted product demonstrations and negotiated terms and conditions of merchant agreements
- Supported bank partner sales and product organization relationships as voice of partnerships
Director of Partnerships
Citcon
06.2022 - 10.2022
- Built strong referral network to generate new business opportunities with payment processors, credit card schemes, BNPL payment providers, ecommerce platforms, and card issuing banks.
- Established opportunity pipeline of 65 channel partner prospects within the first 5 months including CHASE Paymentech, FIS Global, Visa, Discover, and Global Payments.
- Represented company at fintech industry events in pursuit of new business and partnership opportunities.
Chief Commercial Officer
ProcessMinerTM
Atlanta, GA
05.2019 - 12.2021
- Recruited to grow bootstrapped AI startup focused on product quality improvement for the manufacturing industry.
- Grew organic revenues 100% YoY with channel partner in the pulp and paper industry through co-sale activities.
- Established new industry vertical in the plastic injection molding business by negotiating a platform subscription contract with a public F500 company (Berry Global).
- Established and executed new GTM marketing strategy, including a rebuild of the company website, event management, marketing collateral, and social media thought leadership strategies.
- Created and launched multichannel partnership program that complemented the business offerings of established IoT and cloud technology providers including, MS Azure, Hexagon Xalt, Yokogawa and Litmus.io.
- Executed integrated business plan using global marketing strategy, industry analytics and market research.
EVP & Managing Director North America
PredictX
Atlanta , GA
02.2015 - 04.2019
- Hired by CEO to establish North American business for mid-sized travel software company based in central London.
- Hired, trained and led 8 employees in US servicing customers in sales engineering, implementation, business development and customer success roles.
- Grew pipeline to $35M after first 24 months by managing, mentoring and motivating global sales and customer success organization.
- Executed multi-year customer subscription agreements with 12 F500 companies with a combined annual T&E spend of $10B.
- Actively handled all complex contract negotiations with customers including Deloitte, Amgen, AIG, Abbott, Pfizer, Mondelez, Teva, S&P Global, Halliburton, Gilead, and Roche valued at $8.3M in annual recurring revenues.
- Managed all NA operational activities as P&L owner including; hiring, firing, onboarding, compensation plans, payroll, office lease negotiations, expense management, benefits and supplier selection activities.
SVP Business Intelligence & Consulting
TRX Inc. Concur/SAP
Atlanta, GA
02.2000 - 09.2013
- Hired by TRX CEO at Expedia fulfillment technology partner in early 2000.
- Prepared company for IPO in 2009 on NASDAQ (TRXI)
- Prepared the company for exit selling to Concur/SAP in 2013.
- Served in business development capacities including individual contributor and key management roles overseeing up to 25 employees in sales, engineering and customer success positions.
- Developed, sold, implemented and supported travel technology applications to TMC's, suppliers, corporations and channel partners.
- Consistently grew SaaS technology platform revenues through new sales and organic growth in the following categories: corporate on line booking tools, mid-office quality control applications, back office fulfillment technologies, data analytics, expense management and business intelligence tools.
Sales, Vice President
NPC - National Processing Company
St. Louis, MO
02.1995 - 02.2000
- Developed idea for paperless ACH commission payment system and convinced NPC to develop it.
- Recruited as an Individual contributor “hunter” to deliver non-ARC e-Pay commission clearinghouse to travel suppliers.
- Sold platform to every Car Rental Company in Industry during my first 18 months with the company (Hertz, Avis, Alamo, Dollar, Thrifty, National, Sixt, Advantage, and Enterprise).
- Expanded offering to hotels and cruise line operators.
Education
Bachelor of Arts - Social Science
St. Bonaventure University
New YorkSkills
- Hunter Challenger Mindset
- Enterprise Sales
- Relationship Ninja
- Skilled Negotiator
- GTM Strategist
- Data Enthusiast SaaS AI/BI
- Team Recruiting and Onboarding
- International Business
Certification
- Leadership Effectiveness Program - SMU COX Business School - 2003
- Leadership Development Program LDP Center for Creative Leadership - 2006
Timeline
Senior Director, Business Development
Early Warning Services LLC
04.2023 - Current
Director of Partnerships
Citcon
06.2022 - 10.2022
Chief Commercial Officer
ProcessMinerTM
05.2019 - 12.2021
EVP & Managing Director North America
PredictX
02.2015 - 04.2019
SVP Business Intelligence & Consulting
TRX Inc. Concur/SAP
02.2000 - 09.2013
Sales, Vice President
NPC - National Processing Company
02.1995 - 02.2000
Bachelor of Arts - Social Science
St. Bonaventure University
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