SHAWN GORDELL SHEPARD

*** ********* ****, *********, ** 30188

acx9ta@r.postjobfree.com 678-***-**** www.linkedin.com/in/sshepard

Web site: https://www.jobcase.com/p/shawn.shepard9

SALES ACCOUNT MANAGER / SENIOR CONTRACT SPECIALIST / BID AND PROPOSAL MANAGER

Deliver winning proposals and services growth!

Positive and driven with a comprehensive background constructing complex proposals by understanding customers’ business needs, synthesizing needs into I/T requirements, and implementing leading-edge solutions for the automotive, supply chain management, banking, government and manufacturing industries. Leverage exceptional communication skills to work with clients, vendors, and sub-contractors, as well as lead teams, ensuring high-quality deliverables are achieved. Expertise in:

Solution Selling

Proposal Development

Negotiation

Contract Management

Relationship Management

Team Management

PROFESSIONAL EXPERIENCE

IBM CORPORATION, Atlanta, GA

New Business Proposal Manager, IBM Global Services, Solution Outsourcing (SO) (01/2009 to 08/2016)

Cultivate and manage new business growth and revenue for IBM I/T services incremental to State of Georgia / Georgia Technology Authority (GTA) base $95M agreement. Certified in Quality Assurance (QA) and Pricing to $20M, and Multi-Media Systems Integration Methodologies.

Managed up-front process development and standardization, driving on-going continuous improvement, revenue growth, and cost take-out.

Established consistent and repeatable process for proposal response, enabling 300 proposals worth ~$30M to be processed annually.

Achieved 87% client approval rating by meeting proposal timelines for both solicited and unsolicited request for services (RFSs) and standardizing leading-edge proposals, meeting customer requirements.

Led client technical requirements gatherings with customers, IBM solution providers, and 3rd-party vendors, strategizing with internal technical people and marketing to bring ‘the best solutions for the customer.

New Business Proposal Manager, IBM Global Services (2002 to 2008)

Served as new business lead for several high-profile customers from financial to healthcare and retail.

Reduced RFS backlog 80%, cycle time 40%, and increased signing revenue from $12.7 to $19M in 1 year by implementing a new joint-accessible RFS online management tool and new streamlined process for large insurance customer.

Led RFS process for ING, the 5th largest company in the world, after ING outsourced Americas IT processing to IBM by supervising and directing 2 Proposal Managers, reducing cycle time 75% while volumes increased to approximately 70 new RFS proposals per month, increasing revenue and meeting annual quota by mid-year.

Managed operational support and led new business growth within 10-year Master Services Agreement for BC/BS claim processing and adjudicating across 9 states and hundreds of millions of claims, growing year-to-year revenue penetration 20% while also overseeing new project roll-outs and continued HIPPA compliance solutions.

Shawn G. Shepard acx9ta@r.postjobfree.com Page 2

Additional IBM Previous Roles:

New Business Sales Principal, Services solution selling, eBusiness Innovation Center which was IBM’s premier .com development center. Achieved 180% of $12M quota

Project & Proposal Executive - Internet Solutions Development, IBM eBusiness Services was Project Manager for IBM eCommerce Web site

Project Manager, IBM Manufacturing and Distribution Solution deployment NAPA TRACS system

Project Executive, Solution Outsourcing (SO), Integrated Systems Solutions Corporation (ISSC)

Automotive Consultant, Manufacturing Industry, Part Distribution and Warehouse Automation

Corporate Worldwide Strategist, Supply Chain Management / Logistics Market Manager, Distribution Industry, Strategy and Marketing managed 7 Consultants

Automotive Industry Strategy Manager – Distribution Industry, Strategy and Marketing

Manager of 1M square foot Distribution Center, Federal Systems Division managing 90 direct employees

Master Scheduler, Manufacturing, Federal Systems Division a $1B final assembly and test facility for naval shipboard and defense systems

Production Analysis, Resource Planner, Shop Floor Control, Federal Systems Division

Technical Recruiter / Compensation Analyst, Federal Systems Division personally hiring 1500 employees in 15 months

UNION CARBIDE CORPORATION, Bound Brook, NJ – 18 months

Labor Relations / Compensation Manager

Participated extensively in analytical support of contract negotiations, conducted all 3rd-step union grievances, and held salaried employee Compensation Manager role for 1500 salaried R&D personnel.

EDUCATION & PROFESSIONAL DEVELOPMENT

Master of Science (MS), Economics

WEST VIRGINIA UNIVERSITY, Morgantown, WV

Emphasis in Employee Relations and Contract Negotiations, graduated Magna cum Laude

Bachelor of Science (BS), with honors, Industrial Psychology

WEST VIRGINIA UNIVERSITY, Morgantown, WV, graduated with honors

Quality Assurance and Pricing Certification to $20M, IBM

I/T Certified and re-certified, Multi-media Systems Integration Methodology, 12 years running

RFS World-Wide SME with IBM’s RFS Management Tool and Evaluations of Other Tools

Signature Selling Methodologies certified, IBM

Graduate of extensive Project Management training, IBM. Trained in Consulting Methodologies, IBM

Certified in Automotive Dealer Management and Automotive Aftermarket Operations, Northwood Institute, MI

Frequent local attendee of Association of Proposal Management Professionals (APMP)

President - IBM Quarter Century Club, Atlanta Chapter (800 members)

Vice President – WVU Alumni Association, Peach State Chapter

Black Belt in American Karate, Tri-State Fighting Champion

References

Personnel Manager - Diane Rutkowski, acx9ta@r.postjobfree.com, 720-***-****

Project Executive - Paul McCabe, acx9ta@r.postjobfree.com, 404-***-****

Co-Worker - Jackie Nunes, acx9ta@r.postjobfree.com, 303-***-****

Contact this candidate