Michael Rustom, a seasoned sales professional in the information technology(IT) sector, has built a remarkable career by closing deals and nurturing a
vast network of prospects and clients. Originally from Toronto, Canada, he
studied at Queen’s University in Kingston, Ontario, before beginning his
journey as an account executive at Sun Microsystems of Canada Inc., where he
managed the company’s relationship with BMO Financial Group, one of Canada’s
largest and oldest banks.
In 2005, Michael shifted from client relations to sales at Scalar Decisions.His impressive performance led to a series of promotions, culminating in his
role as Vice President of Sales. During his tenure, he successfully expanded
the company’s reach into new sectors, including mining, financial technology,
and regional government.
In 2020, Michael RustomToronto transitioned to VicePresident of Business Operations at PCI, a Canadian aviation and aerospace
firm, overseeing sales, marketing, human resources, engineering, and
consulting. While he excelled in this role, he felt a growing desire to pursue
his entrepreneurial instincts.
Just two years later, Michael launched his own consulting firm, MichaelRustom Inc., where he helps clients execute successful IT projects and provides
expert sales advice. Since venturing into entrepreneurship, he has found
professional and personal satisfaction, securing numerous new accounts while
building a business aligned with his vision.
We recently spoke with Michael about his shift from corporate executive toindependent consultant and business owner.
Q: What motivated you to leave your corporate career and start yourown consulting business?
I had been thinking about starting my own company for quite some time. Abouttwo years ago, I decided it was finally time to take the leap. I felt I had
gathered enough knowledge and experience to establish a brand that represented
me. It was the perfect moment to take control of my career and create my own
path.
Q: How has your transition from corporate executive to independentconsultant been?
It’s been fantastic. Although, if you had asked me that six months in, myanswer might have been different. The initial phase involved a steep learning
curve. I was well-acquainted with IT and business-to-business sales, but the
administrative aspects of running a business were new territory for me. I had
to navigate the tax code for small businesses, which is quite different from
what applies to individuals. Plus, in contrast to a corporate setting, I had no
one to turn to for support. Once I accepted that I was fully responsible for
everything, the process became much smoother.
Q: What has been the most rewarding part of running Michael RustomInc.?
The most fulfilling aspect is completing projects for newclients and witnessing their satisfaction. Knowing that my work significantly
impacts their business is incredibly rewarding. MichaelRustom Toronto often leads to strong relationships and repeat clients.Ultimately, the greatest reward is the sense of autonomy I experience as I
shape my own destiny. I appreciate that I’m advancing my own interests, which
is a fantastic benefit of being in charge.
Q: What skills from your corporate career have been most beneficialin your consulting business?
All of them have been valuable. The training and experience I gained inclient relations, strategic planning, and sales leadership are essential in this
new phase of my career. My deep knowledge of information technology has also
been a significant asset. I’m grateful to my former employers for providing me
with these skills.
Q: For those dreaming of leaving the corporate world to start theirown business, what do you enjoy most about being your own boss?
It’s not the carefree lifestyle some might imagine—not yet, anyway.Currently, I’m focused on delivering projects, acquiring new clients, and
building the reputation of Michael Rustom Inc. It takes more effort than simply
filling a corporate role. However, the freedom to make my own decisions and
mold my business according to my values and vision more than compensates for
the extra work involved.
