Debra Wishom Email & Phone Number

Mumbai, Maharashtra, In

Debra is the head of commercial services delivery within the Americas, where she is responsible for ensuring the customer commercial and contracting experience for Tata Communications’ enterprise customers. Debra’s organization provides commercial management services for enterprise digital transformation services, including cloud and telecom data transmission to large global multi-national customers across multiple industries, which entails ownership of the end to end commercial construct; competitive analysis and pursuit strategy, deal structure, pricing, financial modelling, business case development and profit analysis, contract negotiation, and contract life-cycle management.

Houston, Texas, Us

Influenced and led company through comprehensive reengineering of contract operations process design resulting in substantive productivity gains, substantial cost savings, increasing time to market and improving customer satisfaction, as the lead of enterprise sales contract operations transformation for computer hardware, software, networking, and professional services sales.  Managed contract operations programs for over 20K global and regional agreements. Reengineered multiple processes resulting in 23% increase in sales productivity, over $342K in annual labor savings, and 14% decrease in operational costs.  Increased management line of sight, decision making, resource and work flow management through creation of new reporting tools and metrics. Trusted advisor and consultant to senior management for global business optimization, program design initiatives, and key contracting issues.

Houston, Texas, Us

Manager, PS Deal Architecture & Contract Lifecycle Management – Public Sector Sales (2008-2010)Transformed team of contact negotiators, managers, and administrators into high performance team and increased sales productivity by 19%, for the $500M Public Sector sales business unit. We delivered professional contract deal architecture, contract negotiation, and contract life-cycle management services across multiple product and services business units.  Developed full scale end-to-end contract engagement and onboarding model increasing quote to cash time to market. Contract onboarding was reduced from 15 business days to 8 business hours. Transformed public sector contract management and increased compliance from 70% to 99.99%.  Consistently exceeded resource management and cost targets.

Houston, Texas, Us

Proposal Management, Legal Content Manager – Enterprise Business Operations (2007-2008)Managed legal content for Commercial and Public Sector sales proposals in excess of $600B for multiple products and services across multiple business units. Managed outsourcer relationship, including contract compliance, SLAs, cost management, training and development, and quality standards, which produced in excess of 13K proposals. Developed winning response strategies that met customer requirements, mitigated corporate risk, and achieved profitability targets, resulting in an average of over 2200 awards annually. Designed corporate proposal legal library and policy statements, which increased proposal content consistency and integrity, lowered corporate legal risks, and improved proposal negotiator productivity and response time.

Houston, Texas, Us

Led team of Negotiators delivering expert contract negotiation and business consultation services to business teams across multiple businesses in support of $500M in consulting services, hardware and software sales. Structured and set negotiation strategy for large complex transactions with strategic accounts, leveraging over $2B in contract revenue. Led business team in negotiations, drafted and negotiated all legal terms, along with performing risk analysis and developing mitigation strategies.

Houston, Texas, Us

Managed global hardware solutions marketing collateral contractual content for all hardware business units. Principal consultant to Global Business Units hardware solution teams, resulting in the structuring and development of contractual collateral for marketing programs, new products, contract templates, terms and conditions, and business models for the computer hardware business. Drove overall opportunity strategy, legal and contractual solutioning, and negotiation closing for the Global Contract Negotiation organization on complex and strategic business opportunities in partnership with senior leaders and product management teams leveraging billions in sales.

Houston, Texas, Us

Managed global team of contract and credit professionals in the US, Europe, and Asia for $350M strategic OEM computer storage business unit. Redesigned global contracting processes increasing time to market and customer loyalty. Implemented shared risk/reward end-user and contract manufacturer negotiation strategy and resulting in shorter negotiation cycles, lowered organizational risk, and increased contract performance and revenues.