Served as the lead negotiator for master services agreements, SaaS Agreements, framework agreements, non-disclosure agreements, subcontractor agreements, and various other services and sales agreements with customers or partners; partnered internally with Finance, Information Security, Contract Operations, and other business partners, to ensure that Coalfire’s best practices were strictly observed; assigned workload to the team, as new contract requests came into the Legal Contracts queue; lead in excess of six projects to create and/or improve contract processes.Key Accomplishments• Transformed a newly formed Legal Department that lacked processes or policies to a Legal Department with efficient and streamlined polices and processes, resulting in a content Sales team that was ready to perform.• Established a negotiation guide for the negotiation team utilizing the skills of two other negotiators in order to streamline negotiations and create consistency.• Created contract summaries for the largest and the highest revenue customers within the company portfolio in order to gather the most important and necessary information needed for various departments.• Created documentation for newly hired negotiators to familiarize them with systems, processes/policies, and most importantly, useful documentation that could be utilized during their first week of being hired. Mentored and trained two new junior level and senior level negotiators.• Created an approvals matrix for the negotiations team that provided direction for approvals on non-standard contract provisions.• Fielded, demonstrated, and provided feedback on the use of a new contract lifecycle management software that the team would use and assisted with the finetuning of the product resulting in an efficient system for the team.• Completed multiple management courses to help lead the team effectively. Additionally, completed multiple cybersecurity product courses in support of the company’s services.

Negotiated time sensitive SaaS Agreements, professional services agreements, Statements of Work, Partner Agreements, and various other licensing and sales agreements and amendments in a diplomatic and efficient manner. Reviewed order forms to make sure appropriate legal terms were in place. Acted as a trusted advisor to sales VPs and their teams. Drafted innovative new templates to align with new product and sales models, and assisted with other projects as necessary, including the creation of new, more efficient processes, benchmarked against competitive contract templates, researched existing customer agreements for potentially egregious terms, and assisted with end-of-life of certain products to ensure customers had alternative options. Partnered with Accounting and other departments (Risk Management, Information Security, etc.) to ensure Bottomline’s best practices were strictly observed in every area. Mentored and trained new Contract Negotiators.Key Accomplishments• Lead and established a negotiation guide that is still utilized by the negotiation team today.• Established excellent rapport and relationships with senior sales leaders and account representatives resulting in multiple repeat customers. • Contributed and demonstrated new contract lifecycle management software that resulted in a reduction of approximately ten hours per week in the process flow.

Relied upon by senior sales leaders to negotiate SaaS Agreements, professional services agreements, confidentiality agreements, software license agreements, and various other licensing and sales agreements to closure under strict time limitations. Negotiated directly with end user customers, as well as channel partners. Worked closely with Accounting and other departments to ensure Veritas’ best practices were strictly observed; extensive experience working with challenging and varying personalities in a professional and productive style; trusted advisor to sales teams; assisted with other projects as necessary, such as creating new, more efficient processes. Mentored and trained new Contract Negotiators.Key Accomplishments• Promoted 3 times during tenure with increased level of responsibilities each time.• Mentored and trained new, junior level, and even senior level, contract negotiators, on negotiation practices and Veritas’ stance on provisions• Became the subject matter expert on the internal systems for contract management.• Provided input for the team’s negotiation guide on a regular basis, which in turn assisted upper management in continuing to create and build a useful and robust playbook for a team of nine negotiators.• Selected as the company’s subject matter expert on resellers.• Successfully executed duties as the subject matter expert on Veritas Appliances.• Maintained up to eight specific customer accounts concurrently, establishing excellent relationships with industry counterparts while becoming familiar with their contracts and transacting positions.• Established excellent rapport and relationships with senior sales leaders and account representatives.

Handled self-insured workers’ compensation claims, which included processing injury reports for the state, authorizing proper medical treatment, setting up reserves for claim costs, and monitoring the progress of treatment. Issued disability payments to employees with missed time, recognized suspicious claims, and obtained legal counsel when necessary. Ran reports each month with a claim count and claims cost detail. Reported the number of employees and amount of payroll to the state on a quarterly basis, in order to calculate and pay the workers’ compensation insurance premiums.Key Accomplishments• Successfully researched and put into place a new rehabilitation center that was more cost-effective for the company

Supported Contracts Manager and Contracts Negotiators. Created and maintained numerous databases containing status of contract negotiation and accurate, detailed contract information. Responsible for heading international projects, such as assigning existing contracts to Veritas’ foreign entities in Europe, Asia, and Latin America. Researched and responded to contract inquiries regarding terms and conditions from the Sales and Finance departments. Proofread and compared documents. Formatted, proofread, and edited contract templates. Assisted in getting all contracts through the signature process. Key Accomplishments• Streamlined the signature process from a very manual process to a much faster, innovative, electronic process.• Created a process to get all of the contracts that were signed with Veritas’ international entity in Europe assigned to Veritas’ headquarters in the U.S., and then took over the project completely, successfully assigning all of the contracts within just a couple of months.

Registered and enrolled students in software training classes across the country using an Internet-based registration and enrollment system by entering detailed information into an online database. Assisted the sales department in finding alternate solutions for students when classes were already filled. Assisted customers via telephone or e-mail by answering any inquiries they had involving the training classes and/or assisted them in rescheduling when necessary. Aided the Training Coordinator, the sales department, and the customers in resolving any issues that might arise.