Bob Sharbaugh, Cfa Email & Phone Number

Raleigh, North Carolina, United States

Raleigh, North Carolina, United States

Raleigh, North Carolina, United States

Led a team of pricing managers across two of the largest strategic outsourcing and cloud deals at IBM at over $20B TCV in total. Navigated the team through onerous requirements and daunting challenges to complete base cases, pricing proposals and internal capital and financial approval up through IBM CFO, CEO and Board.

• Responsible for leading all pricing and financial aspects across large, complex global IT services sales engagements. • Supported customer pricing and contract T&C negotiations.• Developed strategic outsourcing pricing strategies, proposals and base cases leading to over $3B TCV across multiple deal wins.• Implemented creative solutions, alternatives and ideas in a highly complex and ambiguous environment to help clients achieve their strategic objectives and to successfully bring deals to contract signature.• Experienced working with clients across all sectors - industrial, distribution, consumer, financial services, travel and entertainment, education and public.• Initiated and developed new approaches and processes to improve win rates.

• Developed business cases for cross brand, M&A and new investment opportunities.• Developed and implemented key strategic business initiatives including a pricing strategy for Eastern Europe and Russia, global business models and business analytic tools to increase market share, revenue and profit across the x86 Server Brand.• Led a World Wide brand pricing team through Spring/Fall Plan segment and product portfolio reviews with the business lines and CHQ; internal and corporate audits, simplified and improved pricing and documentation processes, and prepared investment pricing cases for Integrated Product Management Team approval.• Developed profit roadmap strategies; share growth vs. margin optimization; market and product positioning analysis.

• Led a team of cross brand pricers across the x86 and Power Blade server business units. • Consolidated and coordinated monthly reviews with the Brand CFOs. Led the Blades pricing strategy and execution. • Developed growth business cases. Helped the Brand converge processes and reposition the product line with more competitive and common offerings.

• Led the BladeCenter x86 server pricing strategy, developed investment pricing cases for the entire ecosystem portfolio from the initial product launch. Voting member on the Blades Product Line Management Team.• Helped the Brand secure business case and capital approval from CHQ and the Group CFO allowing it to fund the required investments to rapidly ascend to over $1B in annual revenue and market share leadership.• Finance lead for the IBM – Intel Blade partnership. Developed ad hoc business cases to assess the viability of collaboration with third parties.

• Led a team of cost engineers to achieve annual $100M plus cost reduction challenges across Development and the Supply Chain.• Developed permissive cost targets to improve product commonality, simplification and value for function• Coordinated Spring/ Fall Plan competitive cost index reviews with Development, the business lines and CHQ.