OBJECTIVE

To find a position involving contract management and negotiation, review, and drafting where I can continue to grow, learn and be challenged.

EXPERIENCE

(If you are currently seeking to fill a position of Contract Manager or Senior Contract Negotiator and are reviewing my resume toward that end, for anonymity's sake, I've not included the name of my current employer.  Should you desire to meet with me regarding an available position with your company, I would be more than happy to provide a resume showing the company's "real name" and identification.  Thank you for your understanding-- I'm sure you'd like the same courtesy if I were to gain employment with your firm.)

WEB & LOAD TESTING COMPANY
Landover, Maryland and Sunnyvale, California
November, 1999 to Present

Commercial Contracts
-Responsible for negotiation and drafting of commercial contracts including Software License Agreements, Evaluation License Agreements, Software & Maintenance Services Agreements, Channel Alliance Partner Agreements, Non-Disclosure Agreements and review, negotiation and re-draft of customer paper to fit the transaction and compliance with corporate policies.
-Responsible for negotiation of agreements for the Southeast region (15 states, 37 sales reps), the maintenance renewal sales (10 sales reps), and Northeast region and Federal over-flow.
-Negotiate directly with customers to conclusion of agreement
-Established and administer Non-Disclosure Agreement policies, procedures, reviews and negotiations
-Manage and administer contracts after agreement is executed
-Business development during negotiations
Government Contracts
-Primary responsibility for state government negotiation
-Back-up responsibility for federal government negotiation.

SPYRUS, INC.
Santa Clara, California
February, 1999 to November, 1999

Commercial Contracts
-Responsible for negotiation and drafting of commercial contracts including Value Added Reseller,
  Development Kit, Non-Disclosure, OEM and Beta Software License Agreements
-Company focal point for resolution of contract issues with customers
-Negotiate with customers and the customers’ representatives
-Review agreements from customers for compliance to company policies
-Draft amendments to documents that were in effect
-Assist in formulation and implementation of departmental/company policies and procedures

SOURCE LEGAL SERVICES
Sunnyvale, California
November, 1998

Contract Negotiator/Manager assignments:
-Drafted proposed language for new documents and changes to various agreements including software
    licenses, evaluation licenses, reseller and distributors agreements, and OEM agreements
-Closed four agreements valued at over $1 Million in one week of the assignment
-Negotiated directly with customers and the customers' representatives to reach a compromise on
    agreement changes
-Reviewed all contracts from customers for compliance to company policies
-Established database for agreements
Began procedures for standardization of all documents used to reach agreement with potential customers:
    Proposals, Sales Quotes, Agreements and Amendments
-Drafted amendments to documents that were already existing

SUN MICROSYSTEMS, INC.
Palo Alto, California
June, 1990 – July, 1998

Contracts Negotiator, International Division Legal Department:
-Draft standard reseller and licensing documents for attorney review
-Implement standard document release to field offices
-Check documents for accuracy and/or changes
-Verify discounts, sales goals and possible changes by the customer
-Review incoming non-standard agreements
-Draft modifications to non-standard agreements
-Provide first contact for and coordinate or initiate responses to field questions
-Traveled to field offices to train sales reps in completing standard forms accurately, including explanation
    of clauses related to agreements (South Africa, Venezuela, Colombia, Mexico, and Brazil)
-Team member and department lead for development of contract database
-Traveled to Venezuela, Colombia, Mexico, and Brazil to train local field personnel in database input
-Streamlined processing of standard documents

Contracts Assistant in North American Field Operations Legal Department:
-Source code license review and direct customer negotiation
-Verified Unix Systems Laboratories licensing
-Order processing verification

Legal Administrator for North American Field Operations General Counsel:
-Provided general legal assistance and office management
-Budget reconciliation

Legal Administrator:
-Provided support for two Deputy General Counsels and the Counsel for the WorldWide Field Operations
-Provided support for Associate General

EDUCATION

B.A. in Progress

One Year of Coursework at Ohlone College, California
One Year of Coursework at Grand Valley State University, Michigan

SEMINARS/CLASSES/TRAINING

Karrass (Chester L.) Negotiating Skills
February, 2002

Communications Skills
Centaur, May, 2000

LawProse, Inc., 1997-1998
-Legal Drafting & Editing I
-Legal Drafting & Editing II

Sun Microsystems, Inc., 1990-1998
-Negotiating Skills
-Stress Management
-Managing Your Professional Growth

The Learning Annex, 1989
-Boss Your DOS

Maryville College, 1985
-Supervising People

Fred Pryor Seminars, 1984
-From Keyboard to Key Personnel

Dun & Bradstreet, Inc., 1984
-Effective Business Writing

El Centro College, Dallas, Texas, 1982
-Business Skills

AWARDS
Southeast Contracts Manager-Outstanding Performance - Q1 of 2002
Team Member of Task Force - SunTeam Celebration Participant, Silver Award, 1996
 

Musings

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Revised last  02/20/02
Copyright © 1999, 2000, 2001, 2002 Marcia L. Dykstra. All Rights Reserved.