continued

ERLENE HO DOTSON
McKinney, TX 75070 214-578-6665
erlene.h.dotson@gmail.com www.linkedin.com/pub/erlene-ho-dotson
DIRECTOR, COMMERCIAL CONTRACTS MANAGEMENT
15+ years of success driving revenue growth, managing key contract negotiations, overseeing strategic
planning initiatives, and overseeing contracts and commercial management
Results-driven and multifaceted executive with solid and progressive experience in contract negotiation, strategy
development, operations management, and business development. Expert negotiator with the ability to forge
solid relationships with strategic partners and build consensus across multiple organizational levels. Astute
business strategist and motivator with a talent for building and motivating high-performance teams. Excellent
interpersonal skills and ability to communicate with individuals from all levels, rise to challenges, and deliver on
formidable goals.

Cost Reduction and Avoidance
Process Improvement & Change Management
Business Development & Proposals
Supplier Relations & Procurement
Mergers and Acquisitions & Due Diligence
Major Contract Negotiations
IT Sourcing
Budget Accountability
Team Building and Tactical Leadership
Risk Management

CAREER SUMMARY
SELF EMPLOYED, MANAGEMENT CONSULTANT, Irving, Texas & Honolulu, Hawaii
Provided strategic direction in all aspects of contract management using expert contract drafting and
negotiation skills.
PRIVATE FIRMS (8/2013 Present) Led contract terms and conditions risk assessment and negotiations,
identified risk mitigation alternatives, and developed proposals.
SIEMENS INDUSTRIES (3/2013 6/2013) Maintained full responsibility for reviewing Traffic and
Mobility Solutions Invitation for Bids and RFPs with state and municipal customers. Drafted Distribution
Agreement for Siemens products and services resale in North America through single and double tier
distribution.
AVAYA, INC. , Coppell, Texas
Directed commercial contracts formation and negotiation activities for Fortune 500 accounts in the U.S.
Western sales area, which generated $500M-$850M in annual revenue.
SENIOR MANAGER, CONTRACTS NEGOTIATION (12/2009 6/2012)
Oversaw a team of 5 Senior Contract Managers responsible for pre-sales RFQ / RFP support, sales contract
formation and negotiation, and post-award contract management activities. Drafted proposal and sales terms
and conditions to integrate acquired Nortel Enterprise products and services offerings into Avaya portfolio.
Selected as lead negotiator for strategic Global Unified Communications and Contact Center
Outsourcing Services contract valued at $110M, which was signed with Johnson Controls in 2011 and
included managing contract implementation with 2,000+ orders, billing/payment reconciliation, and
cost performance against budget.
Executed assignment of more than 3,200 sales contracts/licenses for business valued at $900M from
Nortel to Avaya as prime member of Avaya Law special project team.


ERLENE HO DOTSON Page 2


NORTEL NETWORKS INC., Richardson, Texas
Provided leadership and direction for a team comprised of 1 attorney and 5 Senior Contract Managers offering
legal support for Global Accounts and Resellers business area for 65 Fortune 100 direct accounts and 10 global
resellers generating $210M in annual revenue.
DIRECTOR, GLOBAL STRATEGIC ACCOUNTS & RESELLERS CONTRACTS (7/2002
12/2009)
Handled all aspects of negotiation and closure of sales agreements. Advised clients on formation and
structure of complex global sales opportunities and strategic contractual / legal / jurisdiction-specific issues.
Standardized global contracting process in collaboration with Law Department leaders in all sales regions
while promoting operational efficiencies, team building, and contractual form simplification. Maintained
accountability for driving strategic new sales initiatives for Global Services business. Advised key internal
stakeholders on go-to-market and contracting strategies for new Managed (Outsourcing) / Hosted (Service
Bureau) Services and Multimedia Applications (Videoconferencing and Webcast) Services offerings.
Participated in regulatory due diligence through external legal counsel prior to new services market launch.
Spearheaded negotiation efforts for high-profile contracts with American Airlines, Deloitte, Emerson
Electric, ExxonMobil, HSBC, Microsoft and Wal-Mart while ensuring compliance with operating
plan to optimize financial performance through executive consultation.
Played a key role in growing global accounts revenue by 40%.
Appointed as the lead negotiator for OEM Supply and OEM Development Agreements signed with
Alcatel Lucent in support of $320M UMTS access business divestiture.
Served as a Transition team member for $900M Enterprise business divestiture to Avaya Inc. in 2009.
Additional tenure within the company includes Director of Contracts & Licensing (2/1997 7/2002)
and Senior Contract Manager, Voice & IT Outsourcing (6/1990 2/1997)

Early experience with TRW Inc., Redondo Beach, California, 8/1985 4/1990 as Procurement Manager and
Subcontract Specialist

EDUCATION & CREDENTIALS
BACHELOR OF ARTS IN PUBLIC LAW & ADMINISTRATION, MINOR IN BUSINESS ADMINISTRATION
Claremont McKenna College, Claremont, California
AFFILIATIONS
International Association for Contract & Contract Management (IACCM)
National Contract Management Association (NCMA)
Women in Telecommunications Group
Telecom Executives Business Network Group
Claremont McKenna College Alumni Association
Nortel Alumni Group
TRAINING
Practicing Law Institute Continuing legal education on subject matter impacting commercial
contracting and international law (1996 2011)
Nortel / Avaya Product Training (1997 2012)