For over 30 years, Tom Councell has supported some of the nation’s most consequential missions, from national security to counterterrorism and force protection. His career began in Air Force Intelligence during the rise of the internet, where he experienced how technology could accelerate mission outcomes. Those lessons shaped a career in and out of uniform, always grounded in service and stewardship.
Today, as chief growth officer at Procentrix, Councell leads efforts to scale the company’s presence in the federal market. He and his team focus on translating Procentrix’s reputation for delivery excellence and Microsoft expertise into growth, helping agencies modernize with automation, AI, cloud and data-driven solutions.
In this Q&A, Councell shares his career path, priorities and how he’s preparing Procentrix to scale and grow.
Can you provide a brief overview of your professional background and career progression, including what ultimately landed you in your current role?
My career began in the U.S. Air Force, where I served during a period of rapid technological change. That experience not only shaped my understanding of mission but also introduced me to the transformative role technology could play in national security.
Over the past 25 years in government contracting, I have had the opportunity to work with four different small and mid-sized companies, two of which were later acquired by large integrators, ManTech and CACI. Along the way, I advanced from software development and engineering roles into project and program management, and later into positions with P&L leadership responsibility. The programs I managed spanned the spectrum from agile software development teams to large-scale, full lifecycle IT efforts, including ACAT II and III programs of record.
At every stage, I have had the privilege of working alongside talented people to solve complex problems in support of federal missions. That combination of mission experience, technical depth and business leadership ultimately positioned me for my current role at Procentrix, where I focus on growth strategy and execution.
Why was this the path you chose, and how influential was it to your career?
My time in the Air Force coincided with the dot-com boom, when agencies rapidly adopted internet technologies. We “upskilled” from mastering WordPerfect to using HTML to post intelligence studies that could be accessed immediately. No more binding, printing and mailing. After the unthinkable events of 9/11, I saw firsthand the role technology played in enabling real-time collection, analysis and exploitation of intelligence. Those early experiences left a lasting impression. Across every role since—engineer, project manager, business leader and now growth executive—my focus has remained on applying technology to drive efficiency and enhance mission outcomes.
Do you have a personal connection to the current mission you support?
I’ve had the opportunity to support national security, personnel recovery, counterterrorism, force protection and other equally important missions throughout my career. Those experiences and the responsibilities entrusted to me reinforced a mission-first mindset, and in each case, technology was more than just an enabler; it was a force multiplier.
That perspective carries directly into my role at Procentrix. We work side by side with national security, law enforcement and federal civilian agencies to apply AI, cloud and modern technologies that accelerate modernization and digital transformation initiatives. This not only enhances the security and resilience of mission systems but also increases efficiency and effectiveness across the enterprise. The result is tangible savings in time, effort and cost, allowing agencies to focus more resources on their core missions. For me, that mission focus has remained constant, even as the ways I contribute to it have evolved.
What are your top priorities and responsibilities? How do these relate to your company’s overall mission/growth strategy?
Our CEO and CTO founded the company in 2006 with a clear purpose: to deliver practical solutions for complex challenges while helping federal agencies maximize their Microsoft technology investments. Since then, the company has built a strong reputation for exceptional performance, and that dedication to delivery excellence remains deeply ingrained in our culture and continues to guide our growth strategy.
In my role, I’m responsible for business development, capture and solutioning, proposal operations, and marketing and branding. At the core, my focus is on clearly communicating the unique value Procentrix brings to customers in a compelling way. I’m fortunate to lead a talented team that expands our pipeline and continuously strengthens capture and proposal discipline, translating our strategy into wins.
Where do you and your team see growth opportunities in your current field or portfolio you support, or what do you anticipate to be your customers’ top pain points?
The current administration has made IT modernization, AI adoption and technology-driven efficiency top priorities across federal agencies. Those priorities align directly with our strengths as one of the largest companies in the federal market dedicated to the Microsoft technology stack, which is one of the most robust and widely used environments across government, spanning cloud, business applications, workflow automation, data and AI.
Agencies are already heavily invested in these platforms, so the opportunity is to help them maximize return on those investments. That is where Procentrix delivers real value. We combine deep Microsoft expertise with modern approaches like low-code development and pre-configured solution frameworks that address typical government use cases to rapidly deploy secure, scalable capabilities. Our frameworks reflect years of investment and lessons from hundreds of implementations, allowing us to accelerate delivery timelines, reduce risk and ensure solutions are both scalable and sustainable.
The recent OneGov strategy announced by GSA and Microsoft underscores the importance of this ecosystem. By creating standardized, governmentwide agreements, OneGov gives agencies faster acquisition pathways to adopt core Microsoft platforms with predictable terms and built-in security. This strategy makes Procentrix’s specialization even more relevant and increases the opportunity to quickly and intelligently integrate these tools into agency missions.
At the same time, customers continue to face real challenges: modernizing under tight budgets, navigating complex compliance requirements and overcoming workforce shortages in critical IT skill areas. We see growth opportunities in helping agencies address these issues through automation, AI, cloud and data-centric solutions that reduce cost, minimize risk and increase mission impact. These are areas where Procentrix is uniquely positioned to lead, given our specialization, experience and proven federal track record.
How are you and your team planning to address/prepare for these opportunities?
We are expanding our outreach to both current and new customers to ensure they clearly understand the value Procentrix brings to their missions. Part of that effort is increasing the channels through which agencies can access us. In addition to leveraging pathways like the DoD’s Tradewinds Solutions Marketplace, Broad Agency Announcements and other accelerated acquisition vehicles, our recent award on the Microsoft Enterprise Services II IDIQ opens the door to the entire Department of Defense, Intelligence Community and U.S. Coast Guard. This gives us a powerful avenue to broaden our reach and deliver mission impact at scale.
We are also continuing to grow our trusted network of partners. That includes building strong relationships with both small businesses and large providers that complement our capabilities and bring additional value to customers. By combining that ecosystem with our proven strengths in the Microsoft technology stack, we can scale faster, deliver broader solutions and meet agencies where they are on their modernization journey.
How important is mentorship & networking in GovCon? Were they influential to your career?
Mentorship and networking have been extremely influential throughout my 30-plus year career, both in and out of uniform. I have been fortunate to have senior leaders, including government customers, who took the time to challenge me, mentor me and invest in my development. At different points they provided perspective I did not yet have, and they often served as a sounding board as I navigated new responsibilities and career transitions.
Those relationships not only helped me grow but also reinforced the importance of giving back. In GovCon, mentorship and networking are essential because our work depends on trust, collaboration and a shared commitment to mission. WashingtonExec is a perfect example of how the professional network continues to expand, providing a forum to learn from peers, build new relationships and strengthen the community. The leaders who influenced me set an example that I try to carry forward by investing in others and creating the same kind of opportunities that were given to me.
What is something most people don’t know about you personally?
When not working, I can usually be found outside doing yardwork or tackling the latest DIY project around the house. It’s my way to unplug, clear my head and unwind. There is something especially satisfying about the smell of a freshly cut lawn or finally checking a project off the to-do list. The different pace and contrast to our professional world is what makes it so refreshing. But truth be told, all the yardwork in the world does not stand a chance if my wife suggests a beach weekend.