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Profile
Michael Thomas joined Bluescape Software in 2020 as Chief Revenue Officer. Bluescape helps distributed teams perform their best – at work, on the go, and at home.
Previously, he was a Director of Sales at Tanium and before that a VP of Sales at Zenreach, Inc.. Earlier in his career he worked with Kanjoya, Inc. as a Head of Business Development and Sales.
He graduated from University of Southern California with an undergraduate degree in History.
Create a standardized outreach for current and future clients and coordinate its implementation across sales channels, client management, and marketing and communications Develop growth strategies with the executive team and board of directors Create accountability within the company by developing appropriate metrics and coordinating compensation and promotions with these metrics Prospect and close relationships with key target clients Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth Establish both short-term results and long-term strategy, including revenue forecasting Monitor the strategies and processes across the revenue cycle from customer acquisition to engagement to success Fill management gaps by building and training individuals and teams in Sales and Account Management Develop and implement robust sales management processes – pipeline, account planning, and proposals Oversee all Channel/Partner Development — adding new sales channels and 3rd party resellers and partners
I have been at this company for 5 years. In the early years, we were constantly changing focus and spending many hours to land small contracts. Once MT joined, that all changed. We now land small contracts easily and large contracts consistently. For FY20, we landed individual contracts that were as large as our entire revenue tin FY19! When COVID hit, we were ideally positioned to help companies work remotely and continues to deliver a quality product to even bigger customers. MT did this by hiring and developing a great team and working with marketing and other groups to develop consistent messaging and the tools to deliver it.
MT is one of the most instinctive and brightest sales minds our team (and customers) have been around. He has a unique ability for quickly identifying the needs, pains, and motivations of our customers. And he is able to articulate this directly and succinctly to the surprise and benefit of our customers. MT leads with empathy, and creates a working environment that acknowledges that life and family (especially with everything in 2020) are more important everyday that hitting a sales number MT is a motivator that leads by example, and gets in the trenches with his team
Besides the fact that MT talks to the employees at eye level, and the fact that he’s a great team player, he also managed to play a key role relating to the company’s growth and helped in reaching new markets and increased revenue. In my role at the company I don’t interact too much with MT, but the few interactions I had with him and from the company emails that he sends out and from the town hall meetings, I can tell that he’s a great asset to the company and has really helped spur our growth, especially during the time of the pandemic.
MT is the one of the most down to earth and approachable leaders I’ve worked with. He will always make the time to meet to give information, guidance, or just a venting session. He consistently motivates his team to perform at their best but isn’t excessively idealistic. The past year of sales at Bluescape in particular demonstrates the strength of his leadership and his ability to align the company’s revenue strategy.
1. Empathetic, resourceful and passionate 2. Key role in driving maximum sales volume of our Bluescape product 3. In-depth knowledge as how our Bluescape Product works including technical details which caters to the needs of our customers 4. Customer focused, believing in outstanding quality and offering engineering directions to improve the product 5. Building Strong Strategic Partners
MT has the highest levels of respect, honesty, and integrity. He is approachable, asks great questions, listens carefully and responds appropriately to the information he learns. He takes time to not only fully understand the product, and each customer’s unique needs, but to communicate and champion feedback and articulate requested functionality clearly, back to the product teams.
MT is a respected, trusted and compassionate leader to the entire team at Bluescape and to our customers and prospects. He understands the industry, is passionate about making an impact, solving problems and building long term partnerships internally and externally, He is creative and innovative and leads by example with integrity, drive, and empathy.
The most valuable characteristic of a leader this year is arguably leading with empathy. MT encouraged us during pivotal moments of the pandemic, world events and even within our team to support each other. He led our team with empathy and encouraged us to share the same with our teammates and clients. I believe that we are all better for it.
MT always has a goal in mind and he makes sure that it is known to his team and tells them how to succeed. He is always willing to help out each individual succeed in their own goals because he know it will help reach his goals. He is always clean spoken and makes sure his points get across. Mt is a great Leader as well as a great coworker.
This year especially I believe that ’empathy’ was the strongest characteristic that a leader could display. Not only did MT widely display but also deeply encourage his team to extend the same (both internally and externally). It has made all of the difference to me and I believe my team as well that improved so many parts of our days.
MT is a passionate, intelligent, and inclusive executive that leads by example in areas of risk taking, informed decision making and overall compassion for his customers and partners. He fearlessly drives for excellence across not only his organization but those of his peers. He is a constant go-to person team player and leader.
Vision and Understanding the strength of the product Building Strategic Partnership Passion on how Bluescape can help customers solve their problems or improve their revenue Driving Growth for our product sales in unique and innovative ways Collaboration with Engineering to help improve product offerings for customers
MT consistently sets the focus and execution for all of Bluescape’s strategy, using his sales leadership to create a vision for growing our company. His ability to provide the 300,000 foot view while also helping with direction on any 300 foot view problems demonstrates his leadership at every level.
MT always fights for his team to make sure they are set up for success. He has helped transform this company from a small underground start up to a thriving business. MT is constantly trying to expand what is possible for the company to accomplish and always fights for what he believes in.
I have worked with MT across 6 companies. From his start as a rep to a CRO. He is caring, passionate, honest, selfless, and humorous leader. He comes from humble roots and it shows when he leads his staff. Customers see him as a friend. Also, a great father of two very young ladies.
MT’s focus and confidence in driving an organization’s vision is one of his most apparent strengths. MT motivates and builds teams to out preform their set goals. He never fails to recognize and applaud the hard work of his team and other teams across the organization.
MT is a visionary leader who can see sales opportunities where others cannot. He has an open mind for new ideas and asks the proper questions of the proper people at the proper times. Bluescape is very lucky to have MT as our CRO.
MT is a leader that understands his team – he has a sixth sense to recognize what his team needs to push his sales team to the finish line. Both inspirational and direct he is a unique executive that I am proud to be on his team!
Driven leader that pushed the growing sales team to challenge ourselves beyond the expected. Great balance of interpersonal skills and software sales innovation. Deep knowledge of the industry as well as personal connection.
MT has a keen ability to sense trends that will shape the business. He’s also a passionate leader who believes in what we build at Bluescape. He holds high expectations of teammates and is there to help people be successful.
He is laser-focused on results. He coaches his team proactively and inspires effort and creativity. He communicates clearly with senior leadership across the company to advocate for our customers and prospects.
Vision and mentorship, constantly challenging his team to win and providing the tools to achieve success, and always willing to jump on a customer call to pull the customer through the knot hole when its needed.
Does a great job and integrating cross functional alignment between revenue related functions (sales, marketing, customer success) so that the company can accurately project, and meet/exceed our revenue goals.
MT has built, trained, and motivated a top Sales Team in Collaboration. He manages with the perfect combination of inspiration and accountability and has helped our company grow in Revenue exponentially!