Brian Cook Email & Phone Number

Atlanta, Ga, Us

· Managed a team responsible for NAMER and LATAM vertical, enterprise and strategic contracts including Twilio Flex software.· Reviewed and approved non-standard pricing requests with a focus on margin retention/attainment.· Created and fostered a culture of helpfulness, learning and patience alongside deeper engagement with sales leadership. · Maintained a focus on IC development and individual, as well as team, achievement.· Responsible for oversight of highly complex, strategic transactions including Twilio Flex, SendGrid and Messaging.· Reviewed and approved strategic, non-standard contract terms and conditions along with pricing requests.· Led through several organization-wide changes and an entire company internal restructuring, maintaining morale and forward momentum.· Successfully negotiated and drafted Twilio’s largest Flex software transaction resulting in millions of dollars of revenue alongside a future commitment for additional purchases over 5 years.· Completed several organizational projects including approvals revamp, rollout of new clauses and establishment of non-standard deal threshold resulting in smoother transactional paths for sales. These projects decreased deal lifecycle time by ~20%, allowing sales to focus on selling.· Created and presented a five-module course on all aspects of deal strategy and negotiation.· Provided training to ICs on objection handling resulting in decreased reliance on our legal team.· Provided contract training alongside legal to empower our sales teams to confidently transact non-standard business.· Successfully completed RedBear negotiation training course and delivered corresponding organizational training to entire deal strategy organization.· Provided semi-annual and annual reviews to individual contributors.

Georgia, United States

· Provided deal strategy, deal planning and negotiation assistance to Financial Services Account Executives.· Deep understanding of pricing and commercial terms to enforce the corporate approval framework and associated policies.· Established solid trusted working relationships with team members, Commercial Legal, Billing Operations, Commercial Finance, and Sales. · Served as a trusted advisor to Deal Managers, Deal Specialists and Sales Executives for nonstandard order form creation. · Worked independently on strategic, high visibility/high-profile transactions.· Collaborated with sales to suggest alternative language/approaches to customer redlines and create non-standard language requests in compliance with corporate policies.· Managed inbound Twilio and SendGrid non-standard contract requests including utilizing nonstandard clause library. · Ensured forward deal momentum as well as troubleshoot, escalate, and resolve issues with deal velocity especially during month and quarter end.· Subject Matter Expert for deal economics and negotiating levers.

Georgia, United States

· Provided guidance to sales teams on custom deal structure options for large, strategic transactions.· Owned RedHat’s unlimited, enterprise-level deal structure and approvals for Financial Services and Telco marquee accounts.· Assisted sales team in negotiation preparation to properly reflect business approvals.· Responsible for strategic account planning from RFx stage through to execution and booking.· Communicated deal strategy to multiple internal business teams (including CEO office and revenue/legal) to ensure smooth approval flow and execution.· Consistently drove opportunities with strategic sales teams to maximize up-front revenue and set the account up for successful renewal opportunities.· Guided strategic sales team in contract interpretation and contract options with a goal to create deal structures to fit the customer’s needs and RedHat’s requirements.

· Drove requirements for, and implementation of, business practices, policies and programs needed to enable and support channel business (collaboration with HGBU Sales Operations, Global Business Practices/HQ Approvals, Pricing, Worldwide Alliances and Channels, Support, Revenue Recognition, and other functional stakeholders as required).· Reviewed and approved any strategic channel/partner transactions.· Developed and implemented channel partner enablement and resell programs, sales readiness tools and pricing incentives to support partner success, with emphasis on HGBU Cloud solutions.· Developed and delivered training materials to enable internal partner-facing stakeholders and prospective and existing partners on channel go-to-market strategy, rules of engagement and operational policies and processes. Trained new partners, dealer managers, indirect order management team, approvers and other stakeholders as needed. · Managed partner order status reporting and Partner Transaction Center prioritizations to ensure timely booking. Delivered weekly order status dashboards to monitor linearity and progress against budgets by region.

· Advisor to Dyn and Zenedge Global Business Unit sales teams, assisted with structuring and negotiating SaaS/IaaS sales opportunities. · Tasked with reviewing and approving non-standard contract and/or pricing requests.· Collaborated with Legal, Deal Management, Revenue Recognition, Product Development, Sales Operations and other business approvers to ensure business practices, internal policies and procedures are followed while developing mutually beneficial transactions for our customers and our business growth.· Assisted sales team members with non-standard negotiations and advise proper deal strategy.· Reviewed executive summary documents to make sure that the sales team had complied with all approval requirements, including parallel approvals sought from Oracle’s legal and revenue recognition teams.· Responsible for training sales team members and sales leadership on Oracle’s contractual requirements and our threshold for language modifications.

Irving, Texas

· Assisted acquired company sales teams by helping to maintain pre-acquisition deal velocity levels throughout each acquisition milestone (due diligence, CIC, LEC and OI) while ensuring compliance with standard Oracle business practices.· Coordinated acquisition deal flow activity and reviews with all Oracle supporting GPOs (Oracle Office of the CEO, finance, collections, sales, revenue recognition, legal, contracts etc.)· Trained acquired sales team management and sales personnel on process and approval rule changes based on each acquisition milestone.· Reviewed and suggested changes to CIC policy along with deal review and approval guidelines on a per-acquisition basis. · Advised CEO office and supporting GPOs on possible process changes related to deal velocity (approvals, GPO and supporting group engagement model) on a per-acquisition basis. · Project managed any activity pertaining to deal velocity process planning throughout the acquisition milestones.

Irving, Texas

· Global approver for the global Business Process Outsourcing team. Responsibilities included review of executive-sponsored and requested deal terms and conditions, revenue recognition implications and overall business impact as well as BPO partner initiative pricing coordination with GBU pricing and core pricing teams.· Worked with legal and contract management to create new BPO Cloud agreement language, documentation and system processes, globally.· Negotiated and reviewed new Cloud BPO agreements.· Managed all global back-office functions (e.g. executive-level finance reviews, proper revenue recognition, and contract management). · Provided analysis of contractual issues and possible down-stream, internal and external impacts of terms and conditions.· Provided finance review and accounting of each contract closed during the fiscal quarter. · Implemented efficiency improvements related to Oracle’s internal and external system processes.

· Provided advice and counsel to high-level HP account executives on a multi-tiered, 8-year $300M ITO and BPO services contract.· Successfully trained new account leaders on contractual and procedural fine-points and interaction with all partners on the account.· Resolved complex third-party/subcontractor disputes in HP’s favor.· Advised account leadership on proper contractual processes and operational procedures.· Assisted high-level HP account executives in transitioning finances on the contract through proper identification of new services versus existing services.

• Managed a team of 5 contract managers responsible for drafting commercial license contracts for 10 functional and separate global business units, Oracle Financial Services subsidiary contracts and Business Process Outsourcing contracts. Recognized for efficient delegation of responsibilities and working tirelessly through high-pressure situations.• Responsibilities include reviewing and approving high-value contracts, internal expense reporting, negotiation of high-dollar, complex transactions.• Successfully trained new contract managers and helped transition them into Oracle’s internal systems and processes.• Guided contracts team through multiple software company acquisitions resulting in a smooth transition of legacy contracts and acquired employees.• Provided Oracle internal process training to recently acquired company’s sales force and management, resulting in greatly reduced friction throughout the legal entity combination period.

Juris Doctor, Constitutional Law And Civil Rights

Activities and Societies: Phi Alpha DeltaHonors Scholarship Dean’s List Accelerated Program-Earned J.D. in 2 years

B.S., Criminal Justice, Psychology