Mike Tossell
Professional Services & Post-Sales Executive
For more than 20 years, I have built and scaled post-sales organizations across enterprise software and cybersecurity.
.
Get in Touch
A 20-Year Progression Across Enterprise Software & Cybersecurity
From early-stage startup to global cybersecurity market leader, a career built on consistent growth, expanding scope, and deepening leadership responsibility.
1
BeyondTrust — Senior Director of Professional Services
Led Americas Professional Services in a global cybersecurity company and market leader in Privileged Access Management. Played a key role in integrating and standardizing PS operations following the combination of Avecto, Bomgar, and BeyondTrust. Managed $10M–$12M in services revenue, grew the team to 25, and oversaw 500+ active engagements across a complex multi-product suite.
2
Avecto — Global Post-Sales Manager
Joined Avecto as part of a deliberate move into the security software space. Led a global post-sales function during rapid growth, implemented a project management framework to improve delivery discipline and predictability, grew the team from 8 to 14, and introduced Technical Account Management for strategic customers including Bank of America, Accenture, and General Motors.
3
PROACTIS Inc. — VP Professional Services, North America
Relocated to the United States to help establish the North American operation as a self-sufficient business unit. Built the delivery and post-sales function, grew the US team to 8 staff, and held broad responsibilities across pre-sales, account management, project leadership, executive sponsorship, and operational oversight.
4
PROACTIS UK — Client Services / Professional Services Manager
Led a consultancy team of approximately 15 staff, including technical and project management resources. Established repeatable delivery procedures and frameworks that improved consistency and supported PROACTIS' position as a leading eProcurement software vendor in the UK.
5
Alio Procurement — Client Services Manager
Joined an early cloud software startup focused on transformational eProcurement software for the UK public sector. Helped build the client services function, supported company growth from 4 to 26 employees, and contributed to the successful acquisition by PROACTIS in 2006.
Selected Career Highlights
Representative milestones across the last 20 years
Led Americas Professional Services operations with $10M–$12M in revenue responsibility
Grew a Professional Services team to 25 staff while overseeing 500+ active engagements
Increased a global post-sales team from 8 to 14 during a rapid growth phase
Maintained utilization levels of approximately 65%–70% across technical services organizations
Introduced a project management framework that improved delivery discipline and predictability
Launched Technical Account Management for strategic customers including Bank of America, Accenture, and General Motors
Helped establish a self-sufficient North American business unit for a UK software company, relocating to lead the effort
Built early-stage client services capability in a startup that grew from 4 to 26 employees
Contributed to successful acquisition and post-acquisition integration environments across multiple companies
Executive Summary
Two Decades of Post-Sales Leadership
Who I Am
For more than 20 years, I have helped software companies build, scale, and mature post-sales organizations in growth-stage, evolving, and high-stakes environments. My career has centered on creating structure where it is needed most: building teams, establishing delivery frameworks, strengthening strategic customer relationships, and leading organizations through growth, transition, and integration.
Across enterprise software and cybersecurity, I have led professional services functions ranging from early-stage buildouts to mature regional operations, with responsibility spanning delivery leadership, revenue ownership, customer onboarding, strategic accounts, and cross-functional alignment.
Core Themes
Scaling Professional Services Organizations
Building Delivery Governance & Repeatable Frameworks
Leading Through Growth, Change & Integration
Strengthening Strategic Customer Relationships
Operational Clarity in Complex Post-Sales Environments
Scaling Professional Services Organizations
Built and led teams that could grow without losing delivery quality
A consistent theme throughout my career has been building and scaling post-sales teams in environments where growth required more than technical execution alone. The challenge is rarely simply adding headcount. It is creating the accountability structures, operating norms, and delivery culture that allow a team to perform at a higher level as it grows.
BeyondTrust
Led Americas Professional Services with ~$10M–$12M in services revenue. Grew the team to 25 professionals, overseeing more than 500 active engagements across a complex, multi-product cybersecurity portfolio.
Avecto
Expanded the global post-sales team from 8 to 14 during a period of rapid growth, introducing structure and accountability to keep pace with accelerating commercial demand.
PROACTIS & Alito
Helped establish and grow delivery teams in both the UK and North America. Played a key role in building the early client services capability at Alio Procurement as the business scaled from a four-person startup toward acquisition.
Across these roles, the focus has remained consistent: build capable teams, increase accountability, and create the structure required to support growth without compromising customer outcomes.
Creating Structure in Complex Environments
Introduced frameworks, governance, and delivery discipline
The Core Principle
One of the strongest through-lines in my career has been bringing repeatability and operational discipline to post-sales environments. Strong delivery is not accidental — it is the result of clear frameworks, consistent standards, and leadership that holds the team accountable to both customer outcomes and internal process.
My work has always been a mix of people, process, and customer trust. Not simply running teams but building the frameworks that allow those teams to perform more consistently and scale more effectively over time.
Where This Showed Up
01
Avecto
Implemented a project management framework that improved delivery discipline and predictability as the business scaled globally, establishing consistency across a fast-growing international team.
02
PROACTIS UK
Established repeatable delivery procedures that strengthened execution and supported the company's position as a leading eProcurement software vendor in the UK market.
03
BeyondTrust
Part of the PS leadership team that successfully integrated and standardized operations following the combination of Avecto, Bomgar, and BeyondTrust, aligning delivery across a broader and more complex product suite.
Growth
Change
Leadership
Leading Through Growth and Change
Built teams and operating models in companies navigating transition
Much of my career has taken place in organizations going through meaningful change such as startup growth, international expansion, acquisition, or operational integration.
In 2009, I moved to the United States to help establish PROACTIS Inc. as a self-sufficient North American business unit. That role required broad leadership across pre-sales, account management, project leadership, executive sponsorship, and local operational oversight. Earlier, at Alio Procurement, I supported the founders during a key growth phase, helping the business expand from 4 to 26 employees and contributing to the successful acquisition by PROACTIS in 2006.
Later, at BeyondTrust, I helped lead through a major integration period following multiple acquisitions, working to align teams, processes, and delivery standards while continuing to support customer engagements at scale.

I have consistently been drawn to roles where structure, maturity, and leadership can materially improve outcomes.
Strategic Customer & Revenue Leadership
Combined operational leadership with customer-facing responsibility
My leadership roles have always extended beyond internal team management. They have involved responsibility for customer confidence, executive alignment, commercial support, and revenue ownership. The full spectrum of what it means to lead post-sales in an enterprise environment.
At BeyondTrust, I led Americas Professional Services operations with responsibility for $10M–$12M in services revenue, partnering closely with Sales, Finance, Customer Success, Product, and internal stakeholders on scoping, delivery alignment, and customer success. At Avecto, I supported strategic customers including Bank of America, Accenture, and General Motors, and introduced Technical Account Management to better support high-value accounts.
This combination of operational and commercial leadership has shaped how I think about what a strong services organization truly does: it reinforces customer trust and long-term commercial value and not just project delivery.
Customer Sectors Served
Cybersecurity & PAM
Financial Services
Manufacturing
eProcurement / Enterprise Software
Public Sector
Healthcare
What I Bring
Leadership grounded in structure, clarity, and customer trust
Team Leadership
Built and developed services teams with a strong emphasis on accountability, communication, and customer outcomes. Creating high-performing teams means investing in the people behind the delivery, not just the processes around them.
Operating Structure
Established governance models, reporting rhythms, and delivery frameworks that improved visibility, consistency, and risk management , giving organizations the structural foundation needed to grow confidently.
Strategic Customer Engagement
Worked closely with senior stakeholders and key customer accounts to align expectations, navigate complexity, and strengthen long-term relationships, bridging the gap between delivery execution and executive confidence.
Execution at Scale
Helped organizations move from reactive execution to repeatable, scalable delivery performance through clearer standards and stronger operating practices, the shift from delivery heroics to sustainable excellence.
Building Stronger Post-Sales Organizations
Over the course of my career, I have consistently taken on roles where the challenge was not simply to manage delivery, but to strengthen the organization behind it. Building teams, creating structure, supporting customers, and helping businesses scale with greater confidence.
I am at my best in environments where thoughtful leadership, delivery discipline, and strong customer alignment make a measurable difference. If you are building, scaling, or maturing a post-sales organization in enterprise software or cybersecurity, I would welcome the conversation.
Email
mtossell@gmail.com
Location
New Hampshire, USA
Recommendations
The most consistent feedback I have received throughout my career centers on calm leadership, operational rigor, customer trust, and the ability to build strong teams in complex environments.
“Mike is a highly capable, customer focused, professional and likeable person... a strong team player and results focused.”
— Gareth Kempson, CEO at BioMonde
“Mike is an exemplary team manager... calm, astute, empathetic, and subtly persuasive.”
— Rosie Bailey, Associate Director of Services at Craftsman Technology Group
“Mike proved a skilled and experienced leader... an effective remote manager... and a trustworthy presence in front of customers.”
— Simon Langton, Experienced Cyber Security Technical Leader
“He brings clarity and structure to complex environments and has a strong instinct for operational discipline.”
— Michael Sledge, Vice President of Professional Services at BeyondTrust
“Mike applied his sector expertise and operational rigor to define services and delivery processes... while establishing repeatable frameworks we could scale globally.”
— Dave Giles, Chief Customer Officer at Filigran
Target Roles
Where my experience is best aligned
Best Suited For
  • Senior Manager, Professional Services
  • Director of Professional Services
  • Senior Director, Professional Services
  • VP, Professional Services
  • Post-Sales Leadership & Customer Success
  • Customer Delivery Leadership
  • Services Transformation & Scale
  • Professional Services Operations
  • Enterprise SaaS / Cybersecurity Delivery Leadership
Target Role Fit
My experience aligns with leadership roles focused on building, scaling, or strengthening post-sales organizations in enterprise software and cybersecurity environments.
This encompasses Professional Services leadership, customer delivery, operational maturity, services transformation, and strategic customer engagement.
I excel in environments demanding team leadership, delivery discipline, cross-functional alignment, and creating structure in complex organizations.