Sales Project Manager
Resume:
Gary R. Sorkin
Nipomo, CA *****
**********@*****.***
Professional Experience
**/**** – Present Pacific Communication Group Nipomo, CA
Project Manager, Consultant
• Business development with HVAC load management command and control client.
• Project management of cross functional members from programmers, ASIC electrical engineers, University faculty pursuant to CEC (California Energy Commission) and DOE rules and guidelines for SOW on PIER grant proposal.
• Mentored staff in project planning, ROI price proposals, and methodologies for latest SmartGrid technologies.
• Provided technology presentations on SmartGrid, H2G (Home2Grid), and UCM (Universal Communication Module) joint project between EPRI and USNAP Alliance) to public trade show and event attendees.
• Co-Authored published specifications with SGIP (NIST), USNAP Alliance/EPRI, and HomePlug Alliance: HPCCV1.0, USNAP V2.0 and EPRI Smart Appliance Interface.
• Closed sales with facility managers providing guidance for VPP & CPP TOU pricing. Team closed sales to: Target, Nordstrom, Home Depot, Edwards Cinemas and Costco.
• Responsible for professional energy review, DM BIP aggregation, load shed policies and procedures, financial modeling of DR programs.
• Committee work on technical specifications for SmartGrid standards development for AMI to HAN protocols with EPRI, USNAP, SGIP and NIST.
03/2009 – 10/2010 USNAP Alliance San Jose, CA
Director of Marketing
• Recruitment of new member organizations. Worked with cross functional groups within member organizations from C-level management, product development, marketing, standards compliance and finance from over 580 companies including: Carrier (United Technologies), Atheros, Maxim-IC, Marvell, White Rogers, People Power, Honeywell.
• Developed value position with member companies include: AEP, ComVerge, Carrier (United Technologies), Emerson, EnTek, Google, GE, Niagara on the Lake, Portland General Electric, Radio Thermostats of America, Sensus, Trilliant and others to include UCM/SGD (universal communication device/smart grid device) compatible applications.
• Key value proposition was accepting change of communication standards and protocols before the end of life of particular appliance assets – hence providing a hedge against obsolesce and mitigating risk of decision.
• Grew membership from 33 to 44 members within this period, 25% growth and received industry accolades for innovation resulting in acceptance by EPRI for joint development reporting to the SGIP PAP of NIST.
• Brought Maxim-IC into the alliance marking a milestone of having a PLC (power line communication) company join a wireless group, this made the alliance a hybrid solution of HAN connectivity.
• Represented the alliance in various speaking engagements at trade shows, university summit meetings and industry events, articulated value proposition to potential new members. SmartGrid Summit, Los Angeles (Oct 2010) and UCLA WINMEC, Los Angeles (Sept 2010).
• www.usnap.org
09/2006 – 01/2009 Negawatt Inc. Corona, CA
Co-Founder, Business Development
• Managed a multi-million dollar project opportunity with Energy Australia for DR load shed of approximately 800,000 water heaters in Sydney, NSW Australia.
• Responsibility included supervision of multi-disciplinary member teams of engineers, manufacturers, utility groups, and governmental agencies to align goals towards energy demand response for entire region of New South Whales, Australia.
• Solution sales approach relying of consulting experience, technology acumen and business ROI and NPV justification techniques.
• Exported new US Patented wireless technology from On-Ramp Wireless, San Diego, for utility back-haul, and CBM (Conditioned Based Maintenance) applications.
• Established manufacturing liaison with off-shore corporation TeleEquip Australia with offices in China.
• www.negawattinc.com
01/2006 -09/2006 PUBLISHED: BPL Today (now called SmartGrid Today) Washington, DC
Associate Editor
• Responsible for content of subscription based newsletter on Broadband over Power Line (BPL) industry. The only chronicle for the BPL industry.
• Authored articles on topics including AMR/AMI, use-cases and deployments of Powerline Technology (PLC), access BPL and back-haul communications.
• Personal growth of learning about industry niches, use-cases, methodology, and relevant technology and innovations.
• Personally establishing relationships and interviewing C-level management from companies including: Ambient, Atheros, Arkados, Arianne Controls, Broadcom, Comverge, Current Group, Corinex, Duke Energy, DS2, Gigle, H/P, IBM, Itron, Simply-Automated, STMicro, Intellon, Telkonet, TXU, Yitran and others.
• www.smartgridtoday.com
10/1998 – 12/2005 Western Data Group Lafayette, CA
Sales Executive, Networking Consultant
• Consulting sales of high-speed data communication products forming all aspects of interconnectivity for VPN and Internet backhaul. Products include modems, multiplexers, CSU/DSU, Routers, Ethernet devices, Firewall appliances, Fiber Optic transmission and PON switching, telephony services.
• Primary objective is to establish relationships in order to meet or exceed territory budget goals and expand the account base (new business) and assume overall account responsibility (CRM).
• Provided State of California (Dept. of Water Resources) a complex fiber system for data, voice, and video along the peripheral canal from Teale Data Center in Sacramento throughout the State.
• www.westerndata.com
10/1981 – 10/1998 Peripherals Plus Corporation Fairfax, CA
CEO, General Manager
• Grew start-up company in data communications sales from zero to over $25M cumulatively
• Distributed for Adtran, Multi-Tech Systems, CXI, Newbridge, RAD, Verilink, CISCO, and many others.
• Established an OEM agreement between Hewlett Packard and Multi-Tech Systems for private labeling of dial-up modems with H/P’s name imprinted.
• Managed HR and interpersonal relationships of 17 employees, providing mentoring, coaching, and professional development.
• Provided enhanced CRM and customer satisfaction with resellers, end users, and manufacturers.
• Established Project Management Office at client site in Hong Kong.
EDUCATION BBA, University of Miami, Coral Gables, FL
BBA (Bachelor of Business Management)
Various Industry Training Programs in Communication Technology, Sales and BizDev
• University of Tennessee, Chattanooga (UTC) Certificate of Entrepreneurial Development
• Small Business Administration (SBA) Miami, Florida Certificate of Merit
• Data Communication Certification from manufacturers including RAD, MICOM, Multi-Tech Systems, ADTRAN
SKILL SET
• A unique combination of sales, marketing, technical and project management skills.
• Consulting sales techniques incorporating ROI (or Net Present Value) financial modeling along with cost justification techniques using energy savings as a value.
• Fully versed in all major data communication techniques of networking and telephony, including ISDN, IP, T1/E1, OC3, Fiber, Spread Spectrum licensed and unlicensed radio, OFDM, DCSK, and many others.
• Advanced acumen of data communication security technology including NERC ISA-99, SIEM requirements, encryption, DHS, HIPAA and others.
• Advanced computer skills using commercial applications from Microsoft, and web-based communication techniques.
• Utility automatic meter infrastructure, MDM, EMS, AutoDR and many other vertical niche protocols.
• Excellent written and presentation skills, group management, and individual communication skills.
• Strong desire to continue learning, teaching and mentoring team members on advance H2G, DR and 5th Fuel Energy technology.
• Knowledge and understanding of many aspects of the power industry, T&D, generation, pricing, and policies governing the industry.
CURRENT TRADE ORGANIZATIONS
• National Institute of Standards and Technology (NIST) www.nist.gov
• SmartGrid Interoperability Panel (SGIP) http://www.nist.gov/smartgrid/priority-actions.cfm
• The USNAP Alliance www.usnap.org
• The ZigBee Alliance www.zigbee.org
• OpenADR Alliance www.openadr.org
• enOcean Alliance www.enocean.org
• Electric Power Research Institute (EPRI) www.epri.com
• (past) Chattanooga Technology Counsel www.chatc.org
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