Mr. Tony Piacente, known as "The Machine" has brought over 35 years of business development and sales expertise to Carroll International, with the past 28+ years focused on delivering Information Technology solutions to the Federal Government. His career began in inside sales at the firearms manufacturer Beretta USA, transitioning into federal sales targeting key agencies such as DoD, USDA, and NIH. Over the subsequent 15 years, Tony specialized in Audio/Visual Integration and Video Conferencing solutions, engaging with nearly every federal agency and generating significant business from DoD, DOJ, DHS, and the State Department. He later advanced into Physical Security solutions, primarily serving the US Army. Today, Tony thrives in supporting SDVOSB, HUBZone, and small contractor markets, promoting a broad portfolio of solutions—from IT, Comms, and Integration to Tactical & Medical offerings—and leveraging IT contracts to drive federal opportunities. Primarily focused on DoD and Dept of VA, but engages with most agencies.

A results-oriented, sales-focused, and customer-driven professional with an unmatched work ethic, Tony has cultivated deep relationships across the federal ecosystem, including contracting officers (COs), small business specialists, end users, manufacturers, suppliers, resellers, and prime/sub-contractors. Residing in the DC Metro area, he continues to excel in navigating complex federal landscapes, transforming small business capabilities into multimillion dollar revenue streams through innovative strategies and sustained growth.

Key Expertise Areas

• Federal Sales Management and Business Development: driving revenue in the government sector, leading federal market expansion for small businesses by leveraging socioeconomic statuses, set-asides, and partnerships to secure contracts and displace incumbents via cutting-edge OEM offerings.

• Strategic Partnerships and Contract Negotiations: Expert in forging alliance with prime contractors, vendors, and manufacturers to optimize pricing, marke access, and GSA onboarding; skilled in securing multi-million-dollar deal through IDIQs, GSA Schedules, GWACs, and targeted set-asides.

• Consultative Sales and Market Penetration: Proven in cold calling, marketing guidance, and establishing credibility for diverse solution offerings, enabling small businesses to penetrate regulated federal environments.

• Revenue Generation Across Product Lines: Drives growth through varied portfolios, and solution offerings.

• Proficiency in Federal Procurement Tools: Master of contract vehicles, CRM systems, and platforms for opportunity identification, bidding, and capture management.

Comprehensive Expertise Analysis

Tony's progressive career—from entry-level customer service to senior executive roles—emphasizes consultative approaches, relationship-building, and strategic execution in the federal space. He excels in directing small businesses toward federal success by capitalizing on set-asides and innovative partnerships, resulting in sustained revenue growth.

Proven Contract Negotiation Expertise Tony demonstrates exceptional prowess in handling high-value federal contracts, negotiating pricing with manufacturers, and gaining buy-in from stakeholders to close deals on IDIQs and beyond.

Partnership Development & Market Expansion His ecosystem-building skills shine through:

• Strategic collaborations with prime contractors on major vehicles for seamless subcontracting.

• Alliances with vendors and manufacturers to achieve competitive pricing and rapid GSA integration.

• Targeted outreach, including cold calling and solution marketing, to build trust and expand market presence.

Technical & Procurement Tool Mastery Tony's command of federal procurement platforms ensures efficient opportunity scouting, proposal development, and CRM oversight, streamlining the path from bid to award.

Leadership & Cross-Functional Skills A natural mentor, Tony has guided sales teams, overseen capture processes, resolved critical challenges with sharp problem-solving, and facilitated seamless cross-functional communication. This positions him as a pivotal authority in federal sales, empowering Carroll International to achieve long-term growth in competitive landscapes.

Contact Tony at: TonyP@CarrollCommunications.guru