Gentle persons:

My demonstrated ability to coordinate two companies’ legal counsel and business
development teams has enabled me to deliver clear, measurable results for nearly
20 years.  As a Senior Contracts Negotiator, many of my achievements were
delivered over the past 12 years working from my home office.

In terms of a product’s overall lifecycle, I have successfully delivered in:

1. Describing in both oral and written form new and complex software and
services products;

2. Selling those software and services products; and

3. Drafting and/or negotiating and revising the contracts, statements of work,
and other business documents needed to close and conduct such business.  

My professional profile spans high-visibility roles with Xerox Corporation and
PSINet Inc.  I have a strong work ethic and am a results-oriented professional. 

I look forward to hearing from you to discuss how my experience will benefit
your organization.  Until then, thank you for your valuable time and attention.  


Sincerely,

John T. Eldredge
________________
 
JOHN T. ELDREDGE
4110 Grayson Place, Decatur, Georgia 30030
678.732.0806 (home office) * 717.475.4000 (cell)
[Send email using form at bottom]


Extensive, Practical Business and Legal Understanding ● Sales/Marketing
● Demonstrable Achievements

My goal is to continue coordinating legal and business development resources as
well as drafting contracts in order to meet an organization’s business
development and revenue recognition targets. 


ACCOMPLISHMENTS	

Contracting/Legal:

• New Market.  Drafted, negotiated, and revised an ever-growing set of joint
development, services, software, and reseller contracts, codifying new technical,
policy, legal, and business concepts into understandable and enforceable contract
text.  Also drafted internal sales, promotion and program documents.  This was
accomplished within both the newly-created commercial Internet market, and,
twelve years later, within the mobile office market.

• Established Market.  Coordinated with large corporation’s legal counsel and
business development groups to gain consensus and authorization for my drafting
and revising of commonly used IT services and software agreements.  Reviewed and
negotiated scores of customer-provided contracts.

Sales/Marketing:

• Internet Access.

> Worked within startup company to define and develop the completely new
commercial Internet market, transforming company from a portion of the formerly
academic and government research Internet to a successful “proof of concept” in
the form of a robust operational network, becoming the first commercial Internet
Service Provider (ISP).  

> Sold new commercial-use and commercial-grade Internet services into the newly
forming commercial Internet market, generating “annuity stream” revenue for a new
startup company.

• Network Management.

> Worked with software inventors/designers to establish their specification as
the standard global protocol for TCP/IP network management (SNMP), providing for
more predictable and reliable use of the developing Internet by business.

> Sold implementations of the new SNMP standard site and OEM software licenses,
producing significant revenue.

• Office Solutions.  

> Began career as commission-only sales rep of office products, exceeding annual
quota four consecutive years.


EXPERIENCE

Xerox Corporation - independent contractor using home office in Elizabethtown,
PA and Decatur, GA

• Business Review Team, Contract Negotiations Manager (2003-2008): Operated
within an established IT business services unit (Xerox Global Services) to
support contracting for sales, solutions design and delivery efforts nationwide. 
Drafted, reviewed, defended and negotiated issues such as intellectual property,
confidentiality, warranty, indemnity and limits of liability.  In all
circumstances, contracts or specific language revisions or additions were
reviewed and approved by Xerox’s Office of General Counsel.

• Contracts Manager (2001-2003): Supported product and marketing management in
Xerox Mobile Solutions, a startup business unit within the Xerox Innovation Group
that developed and sold new software and services for the mobile office.  Support
included drafting and negotiating new joint-development contracts, end user
licenses and reseller agreements.  

PSINet Inc.  – Senior Management in startup company preparing for, and then
participating in, a successful IPO in 1995.  Worked from headquarters in Reston,
VA, then home office in Elizabethtown, PA starting mid-1996.  

• Director, Contracts (1994-2000): Worked with other senior management in
numerous business groups (e.g. operations, customer support, marketing,
accounting, sales, sales administration) to draft, review or maintain product,
program, marketing, and contracting documents, including issues such as Internet
access, acceptable usage, and web hosting.  Began a contracts/legal department. 
Also developed and negotiated new ISP network peering contracts to improve
Internet interconnectivity.  

• Director, Sales and Marketing (1990-1993): Developed the new commercial
Internet market, and sold new Internet access services and software into that
market, resulting in (1) generation of essential revenue, (2) consumer awareness
of the commercial Internet, and (3) increase of PSINet brand recognition.  Hired
and trained inside and outside sales personnel and operated sales teams, Wrote
and maintained product documentation, press releases, and services contracts, in
addition to codifying sales and marketing programs, promotions, and quota
requirements.

New York State Education & Research Network, Inc., Manager, Marketing & User
Services (1988-1989) Troy-Albany, NY

In the mid and late 80’s, NYSERNet was one of over 25 regional, non-profit
organizations operating a portion of the academic and government use-only
Internet.  I was responsible to (1) gain consensus for a global TCP/IP network
management standard (result was SNMP), (2) sell NYSERNet’s SNMP implementation
(result was 1,300 site and 11 redistribution clients), (3) help develop and sell
into the emerging commercial Internet market (result was 22 new clients in the
region) and (4) create and/or contribute to numerous new industry and product
marketing and training materials.  New market’s first “commercial Internet
salesman".  After successful prototype and financing, the senior management team
moved to form the commercial startup, PSI/PSINet.

Dictaphone Corporation, Sales and Sales Management (1983-1988) Reading, PA and
Washington D.C.

Full-quota responsibility for geographical territory, then territory plus three
new sales reps/territories.  Awarded annual Achievement Club trips (for exceeding
100% of annual quota) four consecutive years, including nearly 200% of annual
quota in 1986.

EDUCATION           Bachelor of Science