Manager Sales

MICHAEL K. WILLIAMS

Mountain View, California

650-***-**** . abqwz1@r.postjobfree.com

CONTRACT ASSOCIATE II

Cost-conscious senior procurement and purchasing leader with extensive

experience developing innovative global vendor partnerships, negotiating

and administering money-saving purchasing contracts, and significantly

improving the bottom line for Fortune 500 aerospace and technology

companies. Keen business analyst and big-picture problem solver.

. Onshore / Offshore Strategic Out- Sourcing . Subcontract Management .

Contract Administration . Vendor Management . Acquisition Management /

Process Development . Sarbanes Oxley . Competitive Bidding. RFx-RFP

requirements development . Cost Savings . Project Management . Team

Leadership . Cross-Functional Teams . DMAIC . Contract Governance .

Category Management . Total Quality Excellence . Contract Life-cycle

automation

PROFESSIONAL EXPERIENCE

AVIAT NETWORKS, INC. Santa Clara, California 2013-Present

Contracts Manager, Consultant

Reporting to General Counsel to support in house review and the

negotiations of commercial sales agreements and customer RFP terms &

conditions.

. Reviews and negotiates inbound procurement agreements, including but

not limited to supplier master services, licensing, and independent

contractor agreements.

. Consults with internal stakeholders, including Risk Management,

Product Management, Proposal Pricing Management and Operations

regarding inbound procurement and outbound Sales & maintenance

agreements.

ADOBE SYSTEMS, INC. San Jose, California 2011-2012

Contracts Manager, Consultant

Reporting to General Counsel Contract Governance, facilitated the training

and development of the strategic sourcing specialists/internal stakeholder

who are licensing/creating intellectual property, including copyrights,

trademarks and trade secrets and/or acquiring IT and Non-IT goods and

services from external service providers.

. Conducted contract audits to measure accuracy of compliance with core

principles, policies and procedures from Sales IT/Marketing/Temp

Labor Spend Analysis, RFI/RFP/SOURCING through Subcontract

negotiations, post award to close out.

. Created additional fallback positions for the terms and conditions in

the Contract Playbook.

VARIAN MEDICAL SYSTEMS, Palo Alto, California . 2010

Contracts Manager, Consultant

. Provided structure making process improvements to the current Oncology

Sales Operations contract negotiation methodology by drafting the

Sales Agreement Terms & Conditions "Playbook".

. Created a library of common contract terms and conditions (template

library) for Product, Services and Software Support with pre-approved

Legal fall-back positions to assist the contract negotiators

interfacing with the Customer.

. Worked in close collaboration as a paralegal with specific cross-

functional teams i.e. Legal, Risk Management, Sales & Marketing,

Finance Controller, and Subcontracts Administration to achieve maximum

efficiencies.

MICHAEL K. WILLIAMS . Page 2 . abqwz1@r.postjobfree.com

CISCO SYSTEMS INCORPORATED, San Jose, California . 1997-2009

Global Procurement Operations Manager (2006-2009)

Orchestrated complex global operations for Enterprise Information

Records Management, mitigating risk and ensuring cost-effective

operations by developing a network of vendors in 26 countries while

maintaining the identical standard operating procedures (SOPs).

Utilized Firm Fixed-Price and labor-hour master service vendor

agreements in directing on- and offshore consultants, contractors and

IT vendors. Negotiated all procurement-related contracts, led source

selection committee, evaluated bids, selected vendors and managed post

award performance metrics to meet global service delivery

requirements.

Major Contributions:

. Saved $4.4 million through establishment of worldwide vendor network,

managing the project from Requests for Proposal through negotiations

and the awarding of master service agreements.

. Formulated a playbook outlining terms and conditions for retaining

records of mandatory flow downs to third-party vendors.

Senior Contract Negotiator, International (1997-2006)

Led the global strategic outsourcing team contracting on-and offshore

Oracle 11i vendors, managing $200-$500 million in annual purchases.

Collaborated on cross-functional teams to implement Sarbanes-Oxley. Managed

vendor relationships and ensured compliance with service level agreements.

Resolved disputes at vendor sites. Monitored performance based

contracting.

Major Contributions:

. Saved $18 million over 3 years through astute contract negotiation and

management.

. Recovered $11 million in Value Added Tax (VAT) and General Services

Tax (GST) by establishing a master framework and country agreement

methodology for the U.S., Asia-Pacific, and Europe, Middle East and

Africa (EMEA) regions.

. Wrote the playbook for integrating purchasing operations of acquired

companies into Cisco's procurement system, and personally managed

integration for more than 100 acquisitions.

. Revised global procurement methodologies to comply with SOx 404 source-

to-pay risk assessment requirements as part of a cross-functional

team, resulting in zero defects.

. Drafted strategic outsourcing agreements and negotiated engagements

for the Technical Assistance Center Customer Call Center, improving

customer satisfaction scores to 4.5 out of 5.

PREVIOUS EXPERIENCE

SPACE SYSTEMS LORAL CORPORATION, Palo Alto, California

Senior International Subcontract Negotiator

Managed international vendor contracts for major space satellite programs

(Intelsat, GOES-NASA, International Space Station for commercial and

government users to meet all contract deliverables and to meet all key

performance indicators (KPI's).

Major Contributions:

Oversaw management of Vendor contracts with Alcatel, Aerospatiale and

Alenia for complex subsystem payload requirements on the 48

Telecommunications Satellite Globalstar program. Senior Subcontract

Administrator liaison to the National Security Agency for the GlobalStar

Satellite Program.

EDUCATION

Master of Science in Procurement and Contract Management

Saint Mary's College, Moraga, California

Bachelor of Arts in Management

Saint Mary's College, Moraga, California

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