Friday, February 01, 2013

My Blogger Update with new gmail

BILL SLUSHER – 970-672-3881

(willing to relo to San Diego, Silicon Valley or Colo for the right opportunity)


Technically Strong Global Professional with proven experiences in Alliances & Relationship Management with over 20 years experience in software, IT, intellectual property (IP), partnerships, alliances, 3rd party vendors, business development, operations, and marketing. Began career as a programmer, every position since has required a strong technical background and knowledge to be able to effectively manage projects, products, programs and negotiate contracts related to software, services, chips, PC’s and outsourcing. Current experience with and knowledgeable about Cloud Computing, SaaS, how & why customers are migrating to it and the top players in the key spaces and established business relationships with many.


- Strategic Alliances development, negotiations, management and value creation.
- Current working experience & knowledge of Cloud Computing, SaaS & active negotiations with several key ISVs.
- Third (3rd) party Software Vendor (ISV) Relationship Development and Management.
- Client and Customer interface. (Executive level to peer)
- Addressing/resolving issues and preventing further escalations.
- Tech savvy with good general knowledge of most industries, sectors and solutions related to IT, software, computers and semiconductors.
- Contract negotiations, development and management. ($100,000-500,000,000+)
- All aspects of Statement of Work (SOW), RFQ/Proposal development and approval process while working with a Global PMO.
- IT Outsourcing Contracts and Account Management.
- Product Marketing, Program Management and everything involved with launching new products and go-to-market strategies and activities.

WJS Assoc - Contracts & Alliances Management Consultant July 2012-Present - CenturyLink/Savvis

-Actively engaged in a “limited term” full-time assignment negotiating & executing ISV SaaS & Cloud reseller/sub-license agreements, NDAs, Evals and building strategic relations & alliances for CenturyLink & Savvis.
- Key team member helping on-board, vet ISVs and launch new Cloud/SaaS SMB Customer Online Market Place. Working with all disciplines internally and externally including Director, Sr. PM, Corp Attorneys and Execs.

- Providing consulting & contractor services on Cloud Computing, Data Centers, Virtualization, Alliances & Strategic Partnerships, Outsourcing and Contract Negotiations.

Cisco Systems Contract Manager – Advanced Services Global Operations June 2010-April 2011

Reviewed and approved $35M in new SOWs and proposals for Cisco's Advanced Services Division.
- Interacted extensively with Client Solutions Executive (CSE), Solutions Service Executive (SSE), Service Sales Organizations (SSO), SMEs and overall Account/Opportunity Managers to get the deals done. Technical areas include TelePresence, Stadium Vision, Quad Services/VCE, Webex, Tidal, and several other Cisco Advanced Services offerings.

WJS Assoc - Contracts & Alliances Consultant Mar 09-May 10
Providing contract & software licensing agreements consulting services to a legacy software company in the Bay Area.

HP (Hewlett-Packard), Global Services IT Outsourcing Division Jan04-Feb09
Senior Global Contracts Manager

Notable Achievements
- Co-managed the $3B+ P&G IT Outsourcing agreement.
- Negotiated 3rd party software agreements and resolved relationship issues saving HP over $10 million dollars. (Included IBM, Oracle, Symantec, BMC, CA, Stellent and other smaller companies).
- To eliminate repeated mistakes, developed and rolled out an effective & comprehensive FAQ Contract Knowledge Base which was well received by the field and management. This greatly improved the field’s ability to get answers to contract questions.
- Working with the PMO and Solutions Managers, developed and rolled out new Statement of Work (SOW) templates, guidelines, process, procedures and checklists which optimized output flow and maintained customer satisfaction SLAs.
- Saved HP $5M (million) by initiating and driving a financial reconciliation project. Was well received and recognized by HP’s executive management team.

Key Responsibilities
• Acting as a Legal Advisor and Senior Contracts Manager, reviewed, interpreted, edited and approved over 1200 Statements of Work (SOWs) and new business proposals.
• Kept HP in contractual compliance and prevented customer scope creep.
• Interfaced and worked with team and customer to address and resolve issues and prevent further escalations.
• Worked with the SLA manager to interpret the contract and address and resolve SLA issues with the customer.
• Attended meetings, approved documents and submitted Legal Opinions at formal SOAR (Solution Opportunity Assessment Review) meetings.
• Interpreted contract terms & conditions, scope, and responded to field inquiries.
• Prepared and submitted monthly status reports high-lighting accomplishments, resolved/open issues & action plan.
• Point person in Contracts Group for most Intellectual Property (IP) issues and escalations.


WJS Consulting Services Jan 00-Dec 03

• Negotiated on behalf of and worked with a Network Management Software/System (NMS) company evaluating entering into a joint venture with China and Silicon Valley.
• Evaluated some small businesses and made recommendations for improvement, optimization and operational efficiencies. (Wrote biz plan for one.)
• Built relationships & negotiated agreements which enabled joint product development and established the framework for VC investment.

Hewlett-Packard Jun 98-May 99
Global OEM Contracts and Alliances Manager (Contractor)

• Negotiated, drafted, and executed 10 ISP, software and OEM contracts and license agreements within 1 year of service. Most were with international companies with HQ residing in another country. (Australia, New Zealand, Hong Kong, Singapore, Mexico…..)
• Developed and managed strategic alliances, working closely with corporate attorneys and senior management to address issues and resolve problems.
• Per request from Senior Management, re-negotiated and managed a key 3rd party alliance support contract resulting in over $1 million dollar savings to HP while still achieving a win-win and strong partner commitment.

Ericsson Global Telecommunications Mar 96-Nov 97
Senior Alliances Manager

• Established the International Strategic Relations Office, implementing actions that increased company visibility and effectiveness with clients and partners in the U.S. and Sweden.
• Negotiated large complex contracts/license agreements with Novell and other vendors & alliances valued at over $10 million dollars.
• Improved contract turn-around time by 75 percent and provided additional corporate visibility in the USA.

Marketing Consultant, EPI, Inc.
Senior Product Manager, A.I.R, Inc.
Marketing Manager, Translation Systems
ISV/3rd Party Software Alliances Program Manager, National Semiconductor
Product Marketing Manager, (Software & Chips) National Semiconductor

Santa Clara University School of Law, Santa Clara, CA
Emphasis in Contract Law, Business Law, and Intellectual Property (IP)

+ Computer Science and Programming Degree

Keywords: Data Center Solutions, SaaS, Cloud Computing, alliances negotiations, licensing, contracts, developer relations, partnership management, strategic vendor relations, strategic alliances, ISV, 3rd Party, software, marketing manager, program manager, fortune 500, quota, sales, business development manager, consultative sales, marketplace, penetration, relationship building, revenue growth, sales training, solution selling, strategic selling, sales quotas, sales strategies, sales volume, strategic accounts, strategic partnerships, target

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Saturday, August 02, 2008

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