Sales Software

Judy L. Galloway

Email: *****.********@*****.*** 484 Davidson Way

Voice: 408-***-**** Boulder Creek, CA

95006

Strengths:

* Negotiation skills established in transactions with major technology

companies

* Sales enabling, communication and teamwork skills

* Dedicated cost effective first line business and contracts resource

Experience:

Major Medical Device Company (2007 - January 2010)

April 2007 - January 2010

Intuitive Surgical, Inc. Sunnyvale, CA

As Senior Contracts Negotiator I was responsible for the drafting and

negotiation of sales, license and service agreements for robotic surgical

systems. I supported several regions of the US field sales team, each of

which produced millions of dollars in revenue each quarter.

Software and Services Companies (2000 - April 2007)

April 2006 - April 2007

Independent Contractor Silicon Valley, CA

I provided contracts negotiation and management support to two technology

companies on a consulting basis. Responsibilities also included analysis

of business requirements, revising forms of agreement as well as

negotiation of sales and license agreements, establishment of technology

escrows and vendor agreements.

2005 - April 2006

Postini, Inc. San Carlos, CA

Postini was a privately held company (later purchased by Google) which

provides anti-spam, anti-virus, archiving and message management services

for email and instant messaging via a managed services model.

Responsibilities included (see also, Functional Summary on last page):

Negotiation of contracts with strategic customers such as Ariba, WebEx,

Lloyds of London, NASD;

Drafting, negotiation and administration of Postini Services agreements,

marketing agreements, plus associated professional services and support

agreements;

Vendor agreements for operations (server farms, hardware, data lines).

2003 - 2005

eGain Communications Corp. Mountain View, CA

eGain develops and licenses CRM software including email management and

knowledge data base products for customers in markets from retail to

insurance to medicine to banking.

Responsibilities included:

Drafting, negotiation and administration of domestic and international

software license agreements, ASP agreements, marketing agreements, plus

associated professional services and support agreements;

Support project with finance to create Oracle interface for sales bookings

report;

Vendor and marketing partnership agreements.

2000 - 2003

Insignia Solutions, Inc. Fremont, CA

Insignia develops and licenses Sun certified Java Virtual Machine software

and "Over the Air" software provisioning products.

Responsibilities included:

Negotiation of strategic master licenses with partners such as Sun

Microsystems, Microsoft, Toshiba, Hitachi, Qualcomm and Phoenix

Technologies;

Drafting, negotiation and administration of software development

agreements, marketing agreements, and all customer licenses (domestic and

international), plus associated professional services and support

agreements;

Intellectual Property matters - liaison for patent applications, trademark

filing and enforcement;

Liaison with outside counsel for HR, SEC and litigation matters.

Hardware and Services Companies (1983 - 2000)

1991 - 2000

Wyse Technology Inc. San Jose, CA

Wyse is the leading developer and manufacturer of thin client computing

products.

Responsibilities included:

Drafting, negotiation and administration of hardware sales and distribution

agreements (OEM, Distributor, VAR);

Technology procurement for the R & D engineering group (ASICs, source code,

know-how);

Financial transactions such as outsourcing, corporate loan agreements,

vendor matters, insurance;

Real estate lease negotiation (corporate and field sales both as lessor and

lessee);

Y2K compliance pertaining to company products, vendors/suppliers products,

and internal systems;

Providing general legal resource for various departments: marketing, HR,

facilities, purchasing;

Managing two part-time employees.

Pre-1990

Silicon Graphics, Inc. Mountain View, CA (1986 -1990)

SGI was the premier manufacturer of computer workstations for use with

graphics applications.

Responsibilities included:

Drafting and negotiation of hardware sales and software license agreements

for end user customers;

Providing contract management support for all U.S. Government proposal and

negotiation activity such as for NASA, U.S. Navy and including GSA multiple

award schedule contracts;

Negotiation of all real estate leases for both campus and field sales

offices.

ARGOSystems, Inc. (Sunnyvale, CA) and Rediffusion Simulation, Inc.

(Arlington, TX) (1983 - 1986)

Responsibilities included:

Supporting heavy U.S. Government proposal, contract negotiation and

administration activity for both firm-fixed price and cost-reimbursable

type contracts;

Holding appropriate security clearances and working on classified

contracts;

Negotiation and administration of commercial contracts for the sale of

large computer generated visual systems for airline and military flight

simulation applications.

Education:

Texas Tech School of Law, Lubbock, TX J.D.

Texas Tech University, Lubbock, TX B.A.

See Next Page for Functional Summary of Transactions Experience

Judy Galloway Functional Summary

Customer Agreements-Services

Types of customers: IT professionals across all industries in the US and

EMEA

Examples of customers: Fenwick & West, Merrill Lynch, Dunkin Donuts,

NASD, Ping (golf clubs), Granite Construction, John Muir Medical

Group;

Outbound Software Licensing.

Types of customers: licensed and hosted customers for CRM software in the

US, EMEA and Japan.

Examples of customers: LL Bean, State Farm Insurance, Blue Cross/Blue

Shield of Alabama, eHarmony.com, Adelphia, and JP Morgan Chase.

Vendor Agreements. These included a variety such as inbound software to be

incorporated into eGain products (such as BEA, Inxight) and other vendor

services agreements (Microsoft, Intercall, HP).

Outbound Software Licensing continued.

Types of customers: software developers, distributors, hardware OEMs,

internal users-in the US, Europe and in Asia.

Examples of customers: BSquare Corporation, Compaq, Gemstar, Hitachi,

Hughes Information Systems, Lineo, Metrowerks, Phoenix Technologies,

Pioneer, Qualcomm, Quantum, Sendo, Toshiba, WindRiver, Xerox.

Types of agreements: Drafted and negotiated various types of agreements

including source code, binary code, click-through, joint marketing,

independent software vendor, and associated software support and

maintenance agreements.

Inbound Software Licensing. For use internally and/or for use in a

product. Dealt with all types of third parties such as Sun, and

Microsoft, for source code which may have been used to develop or be

incorporated into Insignia products.

Types of software acquired: Testing, benchmark testing, fonts, sample code

for development use, tools, utilities, customer code. These are acquired

via various licenses including open source, GNU, and customer type

agreements

Examples of suppliers: Anfy, Apache, Microsoft, Mozilla, Nano XML,

Nucleus, Opera, OpenSSL, Perl, Sun.

Hardware Sales Transactions. Products: drafted sales agreements for

devices using embedded software.

Types of customers: Hospitals, Hardware OEMs, Distributors VARs and end-

users-worldwide.

Examples of Customers: John Muir Health, Kaiser Hospitals, El Camino

Hospital, ADP, Compaq, Hewlett-Packard, Federal Express, Fujitsu,

Ingram-Micro, Metrologie, Reynolds + Reynolds, Siemens, Tech Data and

Unisys.

Types of Agreements: Drafted and negotiated various types of agreements

including source code, binary code, click-through and shrink-wrap. Also

drafted and negotiated associated hardware and software support and

maintenance agreements.

Inbound Technology and Software Licensing for Hardware Company. For use

internally and/or for use in a product. Dealt with third parties for

various types of code which may have been used to develop or be

incorporated into Wyse products or were for internal use, such as MS

applications.

Types of software acquired: BIOS, Operating System, Drivers, Emulations,

Browsers, mail, testing.

Examples of suppliers: Award, Bitstream, BSquare Corporation, Citrix

Systems, IBM, Microsoft, Microtouch, Phoenix Technology, SCO,

Spyglass.

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