Manager Sales
Resume:
ALVAN S. WALCOTT
Ashland, MA ***21
E-mail: *********@*******.***
SUMMARY
Seasoned Contracts professional applying contract management, negotiation,
and terms and conditions interpretation skills to influence internal
clients and external vendor relationships to support business development
for over twenty-five (25) years. Primary duties at Iron Mountain,
International Business Machines Corporation/Lotus Development Corporation
included:
. direct customer and/or supplier negotiation of complex I/T related
agreement terms and conditions and preparation of amendments, when
required
. interface/collaboration with internal I/T stakeholders and internal
legal counsel when necessary
. managed agreement templates and/or Statements of Work (SOW) and
assessed requested modification to terms and conditions deemed
necessary in order to mitigate agreement related disputes
. with legal counsel approval, drafted third party outsourcing
agreement template to allow customer's internal software licenses to
be transferred to customer's off-shore service providers for
customer's internal benefit (IBM)
EXPERIENCE:
IRON MOUNTAIN INFORMATION MANAGEMENT, INC.
2009 - 2010
Contracts Coordinator, Iron Mountain Digital (contractor)
Review, assess and process software subscription, software license and
technology services contract terms and conditions as requested by Iron
Mountain Digital's account management team. Resolve issues with applicable
business/operational functional owners and coordinate solutions
collaboratively with the Iron Mountain Legal Team.
. Develop, maintain and manage standard contract, amendment and schedule
templates.
. Represent the interest of Sales Operations Department on product/service
launch teams.
. Produce and submit Securities and Exchange Commission (SEC) filings for
customers, as required.
. Manage various projects, as appointed by Sales Operations Director.
. Interpret and convey business/contractual concepts to successfully
execute many complex tasks in parallel and in a fast-paced, deadline-
oriented work environment.
. Effectively communicate and coordinate with all functional areas within
Digital business and Iron Mountain to negotiate contractual and Request
for Proposals (RFP) positions with customers and prospects.
. Exhibit practical administrative and organizational skills; demonstrate
strong communication, writing, drafting, and editing/proofing skills;
demonstrate critical thinking, sound business decision making and problem
solver skills.
ACCENTURE LLP
2009
Contracts Management Manager
. Manage post contract compliance with one of Accenture's key client
companies. Act as primary contact between Accenture project team and/or
business unit and Accenture Legal, ensuring all legal and contractual
matters are addressed efficiently and promptly.
. Develop and integrate Contract Management tools, templates, methods and
business processes, as required, to effectively report contractual
performance to Accenture management.
INTERNATIONAL BUSINESS MACHINES CORPORATION
2001 - 2007
Contracts Manager, Software
Engaged, negotiated and closed well structured deals on behalf of IBM's
internal sales teams in accordance with IBM's financial, customer
satisfaction and business objectives including, but not limited to software
volume discount program licensing; evaluation and third party outsourcing
agreements. Served as focal point for new IBM acquisitions regarding
integration into the appropriate IBM contracts business practice model.
. Provided leadership and knowledge regarding customer software licensing
and contracting issues within IBM.
. Maintained open communication with IBM legal counsel on contractual
issues, when appropriate.
. Provided expertise and / or support in the drafting of certain
contractual agreements, as required.
. Developed terms and conditions for non standard contract agreements on
exception basis from time to time in order to accommodate customer
requirements.
. Selected by IBM upper management to serve as a mentor to colleagues from
companies acquired by IBM to assist in matriculation into IBM's contracts
organization as well as understand IBM's business practices.
. Often exceeded IBM's annual limit of gift awards from internal sales
clients in recognition of contribution by closing deals in an expeditious
and professional manner.
LOTUS DEVELOPMENT CORPORATION 1993 - 2001
Senior Manager, Lotus Professional Services
1997 - 2001
Business Development Manager, Lotus Internet Applications Division
1995 - 1997
Business Development Manager, Emerging Products Group
1994 - 1995
Business Development Manager, North American Sales (Contractor)
1993 - 1994
DIGITAL EQUIPMENT CORPORATION 1978 - 1993
Held various materials, procurement and contracts management positions
during employment at Digital.
NEW ENGLAND MERCHANTS NATIONAL BANK
Proof and Control Analyst
EDUCATION: BOSTON UNIVERSITY
Bachelor of Science in Education
PROFESSIONAL DEVELOPMENT & TRAINING:
. Finance: The Language of Business
. Software Acquisition Policy and Procedures
. Kepner-Tregoe: Problem Solving and Decision Making
. Contract Law
. Purchasing Fundamentals
. Negotiations
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