Management Sales
Resume:
Michael Payne
Address:
PO BOX ****
Grantham, NH 03753-1183
cell: 603-***-****
office: 603-***-****
email: *********@*****.***
Career Summary: An experienced contracts/procurement professional with a history of
accomplishment and advancement in support of business growth on an international scale.
Strong project management and problem resolution skills.
Experience:
Wipro Limited
Head of Contracting & Commercials for North America
July 2011 – December 2012:
• Working across the enterprise to support large proposals, lead negotiations, participate in
the governance process and provide problem resolution, including Nike, Kohl’s, Best
Buy, Lowe’s, Williams and Sonoma, A&P and others.
• Reason for leaving – position was moved to India
Science Applications International Corporation
Director of Contracts & Procurement – Commercial Business Systems
Vice President, Administration
August 1996 – July 2011:
• Managed contracts portfolio and multi-national staff (up to 60 FTE’s based in US, UK
and India) and budget in support of a $600M business unit.
• Demonstrated expertise in writing, reviewing, negotiating and administering contracts
and subcontracts for information technology (IT) services, including large outsourcing
transactions, software development and integration, consulting engagements, turnkey
projects, and staff augmentation.
• Established and maintained an offshore capability for transactional support of contracts
and procurement functions.
• Maintained and monitored annual goals and objectives for staff including development
and training.
• Provided strategic input to business development and account management staff with
regards to the preparation and presentation of offers to prospective and existing clients.
• Key participant in the governance process to establish, maintain and manage client
relationships and satisfaction.
• Experienced with industry consultant agreements for outsourcing (e.g. Gartner, TPI, etc.).
• Served as lead negotiator for more than $2B in IT outsourcing and consulting revenues
with clients such as BP, Marathon, Entergy, Alyeska, Florida Power and Light, Calpine,
CAISO, Pfizer, Life Technologies, and others.
• Corporate delegated chair for risk review of all commercial fixed price/fixed unit price
proposals.
• Maintained incremental review process of all proposal activity intended to identify win
themes, price competitiveness, solution approach and risk management strategies.
• Managed program review process for on-going programs.
• Strong negotiating and management skills, with proven record of success.
Independent Contractor
Account Sales, Production Management and Marketing
1995 – 1996
• Conducted successful, nationwide sales and marketing campaign for a communications
devices used in extreme environments – government and commercial applications.
• Established network of contacts throughout U.S., extensive customer contact, problem
resolution.
• Contributed to success of new product launch – including design, manufacture, test and
packaging, management oversight to a high volume, manufacturer.
Analex, (formerly Tal-Cut, ADF – small business assigned)
Management Consultant
1989 – 1994
• Maintained client based relationships in government workplace.
• Planned & implemented design review process for International Space Station.
• Lead contract status reporting and problem resolution activities.
• Division lead for proposal review and fact-finding, relative to $1B effort.
• Continuous assignment across three employers, rotating contracts.
Program Office – Contract Change Manager
Westinghouse (formerly Gould Inc.)
1981 – 1988
• Co-Chaired design review board for a major weapons system.
• Established policy and procedure for contract change control.
• Represented Westinghouse on Navy’s Change Control Board.
• Priced and presented engineering change proposals, waivers/deviations.
• Performed operations and financial management for discrete hardware items.
Education:
1985 - Cleveland State University – Bachelor of Arts
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