Patty Zolfo Email & Phone Number

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• Manage a high volume workload as it relates to the review and approval of standard and non- standard complex Statements of Work (SOWs), • Advise and assist the Sales teams during SOW/deal negotiation with Customers/Partners and Subcontractors• Determine appropriate actions and solutions for the more complex legal and business issues related to the services offered• Apply company policies and render guidance to achieve the best solution for Cisco and Customer• Ad hoc support, advice and guidance to the Services Sales and Delivery teams• Work successfully with various levels (mid to senior management) across geographies/regions. • Operate in a cross-functional team setting, and foster strong relationships with the sales teams, support team members, suppliers, partners or customers and legal team.• Collaborate, share knowledge, and respond quickly to urgent matters and execute proactively.• Negotiate successfully with legal teams, customers and/or subcontractors *Team Lead

PAREXEL International, LLC, Durham, NC Senior Manager, Contracts January 2012 – Present • Manage the contract process and procedure for a major strategic partnership within PAREXEL. • Manage the coordination of Business Operations, Project Management, Legal, Business Development and Finance to prepare, review, and negotiate contracts. • Budget, Cashflow and Payment schedule development for contracts• Prepare and follow-up on contractual documents through the lifetime of a project.• Develop and maintain ongoing client relationships.• Provide line management leadership, training and mentoring to contract management staff. Manage workload assignments, maintain metrics of ongoing deliverables and development of departmental procedures, process improvements, team and individual goals and objectives.

•Prepare and follow-up on multi million dollar global proposal and contractual documents through the lifetime of a project.•Lead strategy and proposal development meetings to identify issues, identify key strategy team members, negotiate and establish agreement on timelines and deliverables, and follow-up to ensure adherence.•Conduct appropriate client indication and therapeutic area research to support proposal development.•Develop the selling strategy; produce the proposal document including project implementation plan, and review budgets for consistency with proposed project plan. •Lead the budgeting process by creating accurate budgets which reflects both PAREXEL and client needs assuring accuracy, consistency and competitiveness of budget and text.•Contract development activities include interacting with the client until signature, and managing the contract for the project duration.•Preparation of contractual documents including: confidentiality agreements, letter agreements, start up agreements, agreement for services, exhibits, and master service agreements; developing payment schedules; developing changes in scope; serving as an ongoing interface and negotiating with client regarding all contractual matters; ensuring accurate and timely upload of contract information into internal databases, including revenue recognition system.•Liaison and coordination with operational functional leads, business developers, finance, and legal. •Maintain proposal & contract status tool and budget tracking tool.

Recognized for highest achiever in division August 2004 for the most revenue contributed YTD 2004 division revenue target $20.2M, personal contribution $10M; 2003 division revenue target $15.1M, personal contribution $4.8M; 2002 division revenue target $13.5M, personal contribution $3.5M, 2001 division revenue target $12M, personal contribution, $3M.Collaborated with 12 Sales Account Managers, delivery and customer service organizations to identify service sales opportunities and drive incremental service revenue for 200 customers. Developed account plans/overview summaries and presented to executive management.Managed pipeline by forecasting service orders and revenue to assure financial targets were met.Managed end to end service solution/proposal process including RFI/RFP responses and sales quotes.