Marcia L. Bilbrey
Bowie, Maryland  20720



Contract negotiator/developer with over 16 years of demonstrated success in commercial contract management, negotiation, and drafting of software and hardware agreements of all types.  Possesses broad knowledge of legal and business terms and conditions including Uniform Commercial Code.  A strong negotiator who seeks the compromise in each party’s positions to finalize the deal quickly yet remain in full compliance with corporate policy and the law.





CA, INC. - Herndon, VA                                                                                                                  2008

Project Trial Manager              

Temporary position responsible for managing the process of trialing CA’s software for potential customers and existing customers.


WILY TECHNOLOGY, INC. (A Division of CA, Inc.) - South San Francisco, CA                      2005 to 2008
(Telecommuted from Bowie, MD)

Commercial Contracts Manager

·         Negotiated tens of millions of dollars of contracts for pre-IPO software company.

·         Advised 35 sales personnel in the eastern two-thirds of the United States with regard to risk, legal compliance and corporate policy.

·         Reviewed existing CA, Inc. agreements for future-effect and revenue recognition clauses and drafted amendments resulting from the review.

·         Served as the primary interface with the clients and internal staff concerning matters of a contractual nature.

·         Expedited new business activities, including RFP review, risk analysis, proposal preparation, due diligence, contract development and new client transitions.

·         Advocated and advised negotiations on the FARs and DFARs including review of software licenses, subcontracts and other agreements.


MERCURY INTERACTIVE CORPORATION - Landover, MD & Sunnyvale, CA                         1999 to 2005

Commercial Contracts Manager

·         Negotiated, drafted and resolved all business, finance and legal terms with commercial customers’ business and legal representatives involving contracts such as Software License Agreements, Evaluation License Agreements, Software & Maintenance Services Agreements, Channel Alliance Partner Agreements, Non-Disclosure Agreements, etc.

·         Provided all contract management, compliance and administration activities for the US Southeast region encompassing 20% of annual revenue (by supporting 15 states, and 46 sales reps).

·         Developed and drafted contract procedures for all contract activities on the US East Coast.

·         Oversaw all contract activities in Latin America and Brazil, and other regions of the world such as Singapore as required.

Government Contracts Manager:

·         Negotiated millions of dollars worth of government contracts with SAIC, Raytheon, CSC, and individual states.

·         Reviewed and responded to RFPs for software, maintenance and services including the acceptance of FAR and DFAR resulting in millions of dollars in contracts.

·         Conducted contract negotiations with federal government entities including, but not limited to, the Federal Reserve in Minneapolis and various armed services branches. This extended to contract negotiations with partners having government end users on such agreements with GTSI, ACS, and others.

·         Led negotiations with US state governmental entities such as the states of Tennessee, Mississippi and Texas among others.


SPYRUS, INC. - Santa Clara, CA                                                                                                     1999

Contracts Negotiator

·         Negotiated and drafted of contracts including Value Added Reseller, Development Kit, Non-Disclosure, OEM and Beta Software License Agreements.

·         Led company resolution of contract issues with customers resulting in closing deals.

·         Reviewed agreements from customers for compliance to company policies.


SUN MICROSYSTEMS, INC., Palo Alto, CA                                                                          1990 – 1998

Contracts Negotiator, International Division Legal Department:

·         Drafted standardized reseller and licensing documents.

·         Reviewed and drafted modifications to incoming non-standard agreements.

·         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).


Contracts Assistant in North American Field Operations Legal Department:

·         Reviewed and directed customer negotiation of source code license.


Legal Administrator for North American Field Operations General Counsel:

·         Provided general legal assistance and office management.

·         Conducted budget reconciliation.


Legal Administrator:

·         Provided support for two Deputy General Counsels and the Counsel for the World Wide Field Operations Division.

·         Provided support for Associate General.





B.A. -2 years completed:


            One Year of Coursework at Ohlone College, Fremont, California

            One Year of Coursework at Grand Valley State University, Allendale, Michigan



Federal Publications Seminars LLC
Contracting for Services
February, 2004


Federal Publications Seminars LLC
Performance-Based Contracting Workshop
February, 2004



Revised last  08/08
Copyright © 1999, 2000, 2001, 2002, 2003, 2004, 2005, 2006, 2007, 2008  Marcia L. Dykstra. All Rights Reserved.