Sales Customer Service
Resume:
Bruce L. Gordon________________________________________________ __
Houston, TX 77024
*********@******.***
Summary
> Over 20 years Sales & Marketing experience in the utility and energy
markets with both start- up VC backed companies and turn around
situations, offering high tech enterprise solutions.
> Outstanding record of success in building and restructuring sales and
marketing programs and processes, for high tech, start-ups, VC backed and
Fortune 100 companies.
> Accomplished in such key management functions as market analysis,
forecasting, strategic planning, budgeting, acquisition analysis, and
contract negotiations.
> Company P&L responsibilities as well as various divisions including
operations, sales, and marketing.
> Building, training, and leading successful sales and marketing teams
focused on solution based selling. (Blue Ocean)
> Successful sales records utilizing, direct sales, VARs, and channel sales
partners.
Experience
CertaLogic/4DataLink
6/2005-Present
Acton, MA
Vice-President Sales & Marketing, Americas
Start up Enterprise-wide software platform company focusing on the energy
market including electric, broadband and oil and gas being introduced into
the North American market. Work with utilities to integrate new and
existing technologies for Smart Grid programs, including AMI, GIS, SCADA
and WFA. Structured sales program including processes, tracking,
collateral and alliances.
. First years revenues exceeded $11M, currently $60M in license revenue.
. Opened new market in North America and created the oil and gas vertical
. Recruited successful sales force, virtually based, including sales,
presales and deployment teams.
. Adopted and applied Blue Ocean Strategy to sell value as opposed to
pricing; resulting in increased pricing and shortening sales cycles.
DISA, Inc-A Soros Company
3/2003-6/2005
Houston, TX
Vice President, Sales and Marketing
Employee screening outsourcing service company offering data management to
Fortune 1000 companies. Recruited to restructure the company from software
development to sales with a focus on profitability within a relatively
short time period. Restructured sales and marketing, processes, created
alliance program, and new market direction. Markets include energy,
transportation, manufacturing, and government.
. Increased revenues by over 60% in the first 3 months while maintaining
direct and indirect costs.
. Expanded into new markets by introducing new service offerings opening
additional opportunities within existing accounts and new markets.
. Forged alliances with OSHA and Homeland Security Department creating
endorsements and joint marketing/ speaking engagements.
Allegro Development, Inc
10/2000-12/2003
Dallas, TX
Vice President Sales and Marketing
Enterprise energy trading software development and implementation company
(ETRM) based in Dallas. Recruited to completely revamp existing sales and
marketing programs, personnel, and open sales offices in Calgary,
Singapore, and London to establish a worldwide presence. Markets include
energy-related companies, as well as the Fortune 500 and government
entities.
. Increased sales, through vertical approach, up over 300% from FY 2000
with a 60% increase in revenues in 2002. From $3M to $19 M in FY 2001.
. Reduced marketing expenses through partner shared cost increasing
exposure and increasing product and name branding.
. Facilitated in acquiring some of the largest accounts as new marquee
clients in Europe, Asia, and North America.
. Established a success marketing program utilizing speaking engagements,
trades shows, and print media. Increased web traffic and inquires
considerably by effectively implementing a direct marketing program
increasing name and product awareness.
. Increased average sales price from $2 M to over $5 M by creating a value
sale proposition.
. Created alliance program with major consulting firms, and complementary
software vendors while retaining control and revenue of projects.
Raab Karcher Energy Services/ E ON
New York, NY
1/1997- 9/2000
Vice President, Sales & Operations
Start up of the US division of a 50 billion-dollar German Corporation.
Built operations, direct sales, alliance and channel sale programs for
hardware, AMI, CRM software, and outsourcing services for utilities and
energy related companies. Division sold in 2000 due to restructuring of
parent company to focus on core business.
. Exceeded the first year sales and revenue business plan with revenues of
$24M, $45M and $75M the following years. First year revenue goal was
negative 3M.
. Responsible for sales, implementations, and all field operations
interfacing with call and billing centers nationwide.
. Managed the rapid expansion resulted in becoming the largest utility
service company in North America during the first year of operations in
the US.
. Opened 20 regional offices during the first year and grew sales, pre
sales, services, and operations staff to 185 in 18 months.
American Innovations, Ltd.
Austin, TX
3/1991-12/1997
Director of Sales and Marketing
. Designed processes for sales and marketing divisions of AMI and CRM
software systems for the utility, and oil and gas markets.
. Created and managed remote services for the utility industry to include
call center for customer service and meter data reporting.
Austin Computer Systems/IPC
Austin, TX
9/1987-1/1991
National Sales Manager
Key participant in start up of international PC clone manufacturer into a
major national direct and mail order business. Revenues exceed 250M.
Company sold in 1991.
Hometown Builders
Austin, TX 1979-
1987
Vice President, Operations
Partner in second largest homebuilding and commercial firm in Texas with
responsibilities for construction and sales.
Education
The University of Maryland B.A .in Economics
1979
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