Bruce Jackson

B RUCE J ACKSON Houston, TX Area • - •-linkedin.com/in/jacksonbruce S ENIOR E XECUTIVE L EADER | G ROWTH S TRATEGIST Driving growth through dynamic leadership, process optimization, technology enablement and talent development. Strategic Planning Data Driven Analysis Financial Analysis Decision Making Influential, entrepreneurial and collaborative executive leader with extensive experience building high-performance sales teams and partner alliances, driving business transformations and providing key insights for high profile clients and multi-billion-dollar organizations. Highly adaptable professional with a strong record of success across industries, entities and functions. Adept at C-Suite collaboration, data driven analysis, strategy development and effective execution. Consistently overachieves business objectives and delivers significant cost savings and revenue growth. Develops key structure, models, programs and competencies that foster objective attainment. Implements performance measures, benchmarks and dashboards to provide visibility, accountability and to drive operational excellence. Skilled at rapport building, relationship management and business partnership. Ø Developed and executed successful business strategy to turnaround distressed SaaS software company leading to 12x growth of customer base, dramatically improved customer satisfaction and provided continual visibility into Key Performance Indicators for timely decision making. Ø Established and executed successful global expansion strategy for rapidly growing SaaS software company resulting in 3x growth of partner ecosystem, increased global brand exposure and executed effective market penetration into key geographies. Ø Effectively led $25MM capital fund raising through venture capital markets, enabling organizational growth and long-term viability for rapidly growing SaaS software company. Ø Led complex strategy engagements with multiple high-profile SaaS clients with a focus on defining GTM models, Customer Segmentation, Territory Alignments, Quota Setting, Demand Generation Metrics, Sales Forecasts, headcount planning, and budget models aligned with sales and financial goals. To create the right environment for success sales incentive plans are designed to reward goal attainment. Ø Led engagements with high-profile clients, delivering initial revenues of $450k and follow-on work over $25MM. Identified and delivered on numerous opportunities to identify growth opportunities, reduce operational costs, streamline technology and modernize processes. Professional Experience TRUEIMPACT STRATEGY ◦ Houston, TX TrueImpact Strategy empowers early-stage and established companies to consistently achieve sustainable, profitable revenue growth 2019 to Current: Principal As Principal leading my own firm, I engage with corporate clients to execute Sales Transformation and Enablement engagements focused on increasing profitable and sustainable revenue growth through highly effective sales teams. Lead strategic engagements with executive leadership to evaluate current performance towards sales objectives and financial goals, identify specific areas of improvement and opportunity, and created a roadmap to success. Areas often focused on are Go-to-Market models, Customer Segmentation, Territory Alignment, Quota Setting, Skills Identification, Headcount planning, Sales Incentive Plans, and Financial Models. • Partnered with leading regional bank to evaluate the performance of their Corporate and Community banking teams with a history of consistently underperforming. Performed base pay analysis and benchmarking across three industry surveys, reviewed prior three years of historical attainment towards goals, identified that headcount was overweight in relation to production, worked with executive team to right size the producer side of the organization, defined new incentive plans with clear goals and objectives, led training sessions with market leaders on holding producers accountable while also coaching to success. • Interim Chief Revenue Officer for SaaS company who missed revenue growth targets for past 24 months. As part of the engagement I evaluated the current Sales and Demand Generation team, reviewed sales planning models and supporting demand generation metric targets, compared product set to key competitors, engaged with external partners to understand the lack of engagement, and implemented a sales transformation plan designed to support a sales and demand generation team focused on continual attainment of easily understood metrics, goals, and objectives. B RUCE J ACKSON PAGE 2 DELOITTE CONSULTING ◦ Houston, TX Deloitte is a $43 billion, privately held, global professional services network Deloitte Consulting accounts for 38% of worldwide revenue share. 2015 to 2019: Practice Leader Provide executive-level consultation services within Sales Performance and Transformation practice. Engage with corporate clients to identify strategic opportunities to optimize customer segmentation, increase market penetration, align sales team with corporate objectives, and capture profitable and sustainable revenue growth. Lead strategic planning sessions with senior leadership with a focus on quantitative and qualitative analyses of business processes in comparison to industry best practices and trends, identification of key improvement opportunities and challenges, and development of execution plans to drive internal change. Align company culture, organizational structure and talent with defined business strategies, navigating unique challenges and dynamics. Drive development of new product offerings, market expansion, evolving growth strategies, innovative technologies, leadership optimization and M&A opportunities. • Led 8-member team to identify 20+ Sales Incentive and Alliance opportunities as part of initial $450k engagement. Developed and implemented future state roadmap with sequenced initiatives. Effort resulted in direct cost savings across people and technology, enhanced visibility, increased compliance and improved alignment with regulatory environments. Additionally, endeavor secured $30MM+ in sole sourced business transformation work. • Led IBM Sales Transformation Alliance working with senior level IBM executives to develop and execute a global strategy to expand the alliance base from 3 to 12+ while increasing both revenue and delivery capability. • Directed 6-person Strategy Team to identify 15+ holistic Sales Incentive improvement opportunities as part of $200k engagement with a leading Commercial Real Estate Brokerage Firm. Created future state sequenced roadmap to transform a 30-year-old system to a business and analytics-driven, Cloud-based platform. Achieved additional $25MM+ in sole sourced follow-on work to implement defined roadmap. “Bruce was key in helping our organization • Led 50-member team to transform legacy revenue recognition and sales put together the right team and keeping compensation systems into fully integrated (Salesforce, CallidusCloud, Workday), our implementation project on the right Cloud-based platform for Commercial Real Estate business. Implemented path… He brings a depth of knowledge… enhanced business processes, streamlined technology, eliminated 30-year-old that cuts across product and industry mainframe system and enhanced user experience through improved visibility of lines.” performance against goals and objectives. • Drove 5-member Strategy Team to identify 12+ improvement opportunities for a leading Financial Services firm. Aided client to develop successful business case to transform IT-led legacy Sales Incentive Compensation system into business and analytics-driven Cloud platform. Modernized business processes reduced overall operating costs and improved user experience. Secured $300k sole sourced followon work. • Directed 8-member Strategy Team to define 150+ business process improvement opportunities for business and analytics-driven Cloud-based Sales Management platform. Identified 4 potential platforms that would meet requirements and created functional and technical use cases to evaluate each option (RFP, evaluation scorecards and vendor rankings). Anthony P., Sr. Principal Product Owner, CA Technologies “Bruce is a business strategist and a tremendous technical architect. These skills enable him to quickly communicate practical solutions to help a company address issues… he is the person you want on the team to help the company move forward.” Genie N., Director, Perficient ICONIXX ◦ Austin, TX Multi-million-dollar, privately held, Incentive Compensation Management solutions provider that employs cutting-edge Cloud technologies to meet small business, mid-market and enterprise client needs. 2012 to 2015: Chief Operating Officer Partnered with CEO and senior leadership to establish company vision, develop operational strategies, manage risk and execute aligned initiatives to achieve business objectives. Oversaw multiple functions including: Operations, Marketing, Product Management, Partners and Alliance Ecosystem, Sales, Implementation and Customer Support. Optimized company performance through effective structure and governance, continuous process improvement and implementation of performance measures and reporting. Fostered innovative, collaborative and performance-driven culture. Developed and maintained relationships across levels, geographies and functions. • Strategically grew company from 6 to 45+ team members within 18 months and elevated level of talent to meet the needs of the business and its customers. Built effective Marketing, Demand Generation and Sales, and Alliance teams that consistently overachieved targets and delivered strong growth. Directed Operations team to implement key strategies, standards and processes that increased performance visibility and identified and capitalized on opportunities for improvement. Fostered dramatic increase in customer satisfaction through development of high-performance Customer Success team. Led Product Development team to improve productivity, enhance product offerings and increase software release frequency and number of new features. • Developed and implemented strategic revenue growth programs that: reduced sales cycle durations, increased sales accepted leads by 400%+, improved win ratio from less than 5% to 65% within 6 months and increased subscription-based customers from 5 to 45+ within B RUCE J ACKSON PAGE 3 24 months. Generated 250% growth in annual subscription-based revenue and 3x increase in duration of customer agreements. • Developed and executed growth strategy to build Partner Alliances from 5 partners to 11 partners within 8 months leading to increased market exposure, new sales channels and 100% overall increase in partner-provided sales leads. Also enabled each partner to be able to independently sell and implement the solution. • Oversaw creation of strategic product roadmap that covered sales analytics, accruals, forecasting and plan modeling. Increased product awareness, market share and profitability during tenure. • Led successful rounds of capital funding resulting in $25MM investment growth from leading venture capital firms. VARICENT SOFTWARE ◦ Houston, TX Privately held, global provider of sales incentive and sales performance management solutions for finance, sales, HR and IT functions. Served 180+ wellknown customers including Manpower, T-Mobile, Facebook Hertz, Office Depot and Farmers Insurance. Acquired by IBM in 2012. 2009 to 2012: Vice President, Business Development | Vice President, Solutions Consulting Created global strategic partner alliance network and drove global growth objectives. Developed and executed international expansion and market penetration strategies. Identified and pursued prospective partners, successfully negotiating partnership agreements. Delivered sales enablement for new and existing partners within education and awareness programs. Led 10-member team of Pre-Sales Solution Consultants to demonstrate technology platform value through extensive product and domain knowledge. Served as Executive Sponsor for numerous sales opportunities and successfully captured the three largest clients for the company. • Delivered consistent growth through the partner ecosystem that exceeded organization’s sales quota by 20% on average. • Led team to create industry-specific demonstration models that enabled potential clients to see business value and increased win rate ratios. Introduced new technology implementation scoping approach and estimation model that improved budget and timeline adherence and saved the company 25%+ on project budgets. • Ignited growth of global strategic partner network (from 5 to 15+ strategic consulting, systems integration and reseller channel partners) and expanded partner ecosystem to include reseller channel partners beyond North America. Created onboarding enablement plan that more effectively leveraged existing resources and infrastructure while reducing time to actualize reseller success. Early Career NGENERA CORPORATION ◦ Vice President, Business Solutions ICONIXX CORPORATION ◦ Managing Director Education Bachelor of Computer Science