Tom Sheaffer Mba Email & Phone Number

Ashburn, Virginia, Us

In 2015 I was selected to take over a portfolio of Telecom accounts with +$320m of annual revenue, to oversee all aspects of business operations and improve account financial performance. I was responsible for relationships with the customer, vendors and internal teams to grow all aspects of the business. Managed the account governance to ensure DXC was meeting Customer/contractual requirements. Major Accomplishments:• Managed Sales $390m Pipeline for the portfolio of accounts ensuring the sales team was progressing the opportunities through the process. • Created Annual Account plans• Managed the account life cycle including financial management the secured business – growth, improvements, runoff, and risk• Ran the account governance meetings with accounts and clients

Houston, Texas, Us

In 2013 I ask to work on a team to turn around a large account with an unhappy client that was underperforming from delivery and financial perspective. I worked with the AGM and ADL to transform all aspects of the account. • Re-implemented ITIL practices to solidify delivery and reduce outages (penalties decreased a $350 in a 6-month period• Earned Recognition for superior performance while improving profitability and revenue• Improved Account operating profit by 19 points over 2-years, exceeding all goals• Facilitated $5m in annual project revenue by streamlining the project intake process. This enabled a better understanding of client needs. Introduced new procedures to achieve faster response times. • Re-implemented the accounts financial structure and formalized the major processes to ensure the leadership was accountable for performance.• Reduced costs by evaluating hardware and software maintenance agreements to ensure the lowest pricing• Improvements in account operational and financial performance enabled 2 contract renewals.

Took the lead in account startup for the Universal Music account, overseeing application and ITO services. Directed governance, financials, invoicing, Project engagement, procurement, contracts, asset management, and more.• Established the account and implemented business operations services in an unstable customer environment• Grew margins more than 18% through rightsizing and client contract adjustments• Delivered $3.5m in SR revenue, including hardware and software resales.• Improved profitability by renegotiating application, storage and server services contracts• Planned and led high-profile Lean and keystone initiatives for the account.

• Responsible for Hosting services ( Unix, Linux, and Windows Servers, Mainframe, Storage and BUR Service)• Managed between Customer and HP Delivery OrganizationsAccomplishments:• Completed Transition service on time (Transitioning Coca Cola’s employees into HP and taking responsibility for services.• Stabilized delivery as work began to migrate to the HP Tulsa Data Center

• Lead transition of Service Desk, Field Support , and Mainframe services to IBM •The transition included moving support for 60,000 end users spread over the US Southeast, 20,000 MIP Mainframe environment, $1.8 million in fixed asset, software/maintenance contracts and 600 HP employees to IBM• Closed Contract Financials - Cross charging, fixed assets, POs, etc.Received a letter of thank you from the client and EDS Leadership for a job well done.

West Hartford, Us

• Lead transition of Midrange Hosting services back to client • The transition included moving support for 6,500 servers, $1.8 million in fixed asset, software/maintenance contracts and 450 EDS employees to client • Interfaced with client’s leadership

West Hartford, Us

• Set organizational / manager objectives and monitor performance.• Complete Individual Development Plans for each of my direct reports.• Financial planning and business analysis.• Managed vendor relationship (ISV)• Negotiate technology direction with client to ensure win-win.• Implement new process and technology to ensure continued financial improvements.• Lead the move from a dedicated delivery model into the Hub modelAccomplishments:• Meet all contractual obligations while exceeding productivity plan.• Implemented technology initiatives to bring new work to the Mainframe – Succeeded in adding 2 new applications.• Developed internal rates for the Hub to bill services to the account.

West Hartford, Us

• Set team and individual objectives.• Monitored and track performance to objectives.• Completed Individual Development Plans for each of my direct reports.• Financial outlooks for the POM group and the Work Place tower revenue outlook.• Managed the request process for the Desktop Tower.• Support out-of-scope projects for the Desktop Tower.• Managed vendor relationship (contractors) • Contractual and out-of-scope billing for the Desktop and Helpdesk towers.Accomplishments:• Implemented project tracking database to clearly understand project performance. • Successfully met out-of-scope project profitability targets.• Achieved 95% billable on contract labor pool• Customer Satisfaction was measure and we achieved 92.4% for 2002.• Implemented “What We Sell” to increase the EDS knowledge of my team.• Organized and lead operational/financial review for service line.

West Hartford, Us

• Transition 13 Affiliate Desktop Server Environments from the “as-is” to the standard support model.• Identified out-of-scope work being preformed by Transitioned staff and negotiated either addition revenue or transitioned the work back to BellSouth.• Worked with the Client’s 13 Affiliate to document the “as-is” environments and manage the transition into one standard service model.

West Hartford, Us

• Contract management• New Business proposals• Cost and priced Out-of-Scope project Accomplishments:• Lead team that completed the Affiliate Desktop contract in less than a month.• Completed a flexible service level offering for desktop services to meet BellSouth requirements.

West Hartford, Us

• Lead deal financial analysis effort for all Helpdesk and Desktop services.• Worked with the customer to understand business and financial needs• Worked with the infrastructure to leverage cost across groups

West Hartford, Us

• Negotiated contract and scope issues with the customer during first year of the contract.• Provided new service costing for add on work.• Implemented a process to understand the cost of services provided.• Managed the financial performance of the Desktop/Helpdesk towers.Accomplishments:• Successfully negotiated contract and scope issues to a win-win solution.• Help to manage the business to perform financially better than the point-of-sale.• Managing the financial performance of the Desktop/Helpdesk and Asset Management Towers.

West Hartford, Us

• Provided New Business Analysis for Workplace services.• Perform risk analysis associated with deals and assess the customer’s financial viability.• Teamed with sales and operations to develop cost-effective solution.• Present financial validity of the deal in deal approval meetings.Accomplishments:• Participated on a team to develop a Price-to-Market pricing tool for a standard deals.• Developed an overall understanding of the Work Place technology and its cost drivers.• Cost & priced the desktop and helpdesk service offerings for the AT&T Account.

• Cost account in a high technology manufacturing company.Accomplishments:• Performed division financial planning and analysis in absence of division controller.• Prepared gross-profit reports and account reconciliations.• Established internal controls to enhance reliability of standard cost information.

Us

• General accounting activities ( A/R, A/P, cash flows, financial reporting, and audits)• Participated in senior leadership meetings (presented financial results).• Managed computer system - IBM System 36 and MAPICS II manufacturing software.Accomplishments:• Reduced year end audit fees by 30%. • Prepared a successful defense against an IRS Audit – reduced penalty by 80%.• Negotiated a new financing agreement with a major bank to improve cash flow.

Masters, Business Administration

Ba, Accounting