Sales Manager

THOMAS PARACHINI

**** ******* ******

303-***-**** Superior, Colorado 80027 ***.*********@*****.***

SUMMARY

Management Professional with a strong background and proven ability to lead in financial, sales, and operations areas. Extensive experience in creating, developing, and managing all related functions in both established and start-up corporate entities. Multi-organizational leader with proven results in all internal and external arenas. Professional expertise includes:

• Fortune 1000 experience • Professional Sales & Delivery • Financial Planning and Analysis

• Venture Capital & Start-up experience • Mergers & Acquisitions • Budgeting & Strategic Planning

• P/L Responsibility • Leasing & Capital Management • International Management

• End User Sales • Executive Operations Management • Pricing Development & Management

• Operations (Sales & Business Unit) • Business Development • Engineering, Manufacturing, Sales environment

PROFESSIONAL EXPERIENCE

REVERT, INC. (formerly Peak Data Services), Boulder, CO 2010-Present

Delivery - Consultant

Providing on-site high-tech professional services encompassing disk eradication, inventory management, records management, and audit functions for Fortune 1000 companies. Responsibilities have expanded from enterprise data center services to remote and desktop applications. Duties involve Six Sigma certified audit and reporting requirements along with accurate customer invoicing and follow-up.

URBAN MATTRESS, Boulder, CO 2009-2010

Controller (contract position)

Core financial member of retail distribution, resell, franchise, and manufacturing of consumer mattress goods. Full financial reporting, forecasting, and process development responsibilities for small business entity. Direct and support sales, expenditures, capitalization of all variables of business. Define and implement inventory management along with supply chain processes, contracts, and third party relationships.

RANDOM DIMENSIONS MARKETING, LLC, Superior, CO 2009-2010

Director of Finance (contract position)

Financial member of diversified start-up company focusing on home food and garden products. Full financial reporting, forecasting, and banking responsibilities. Generation of customer invoicing and follow up receivables along with vendor payable systems and processes. Define and implement inventory management along with supply chain processes, contracts, and third party relationships. Currently forecasting to grow from zero to .5M within next six months.

SUN MICROSYSTEMS/STORAGE TECHNOLOGY, Broomfield, Colorado (acquisition of Storage Technology) 2002-2007

Director of Operations/Finance – Business Division (Finance/Sales Operations)

Direct report to General Manager of $850 million operation. Full quota and P/L responsibility to meet company goals. Developed, executed and managed all aspects of Finance and Sales Operations within sales business division. Managed 15 district financial managers and four sales support analysts responsible for forecasting, budgeting, financial planning & analysis, end-user sales pricing, terms and conditions and operational reporting and subsequent management.

• Improved sales gross margins an average of 3% annually for the past three years.

• Increased portion of end-user sales financed by customer from purchasing 10% annually.

• Reduced year over year operating expenses 5%.

• Increased accurate, quota assignments by directing overall analysis of customer base performance and associated targets.

• Redesigned monthly and quarterly operations review packages with more effective results, causes and action items identified.

• Completed channel partners and leasing entity program development in support of corporate targets.

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ARSENAL DIGITAL SOLUTIONS, Raleigh, North Carolina 2000-2001

Director of Business Development

Core member of management team in start-up venture of utility based storage company. Reported to Senior VP of Sales and to President of the company. Participated with venture capital investors during construction and implementation of new business model. Assigned full quota responsibility to meet company goals. Directed and supported direct sales force in the formulation of proposals. Interfaced with end-user and partners in development of sales and leasing opportunities. Defined common pricing methodology of new line of business offerings in various targeted markets.

• Defined financial metrics and levels of authority to be used in end-user negotiations resulting in two long term annuity contracts over $10 million each.

• Increased annual annuity revenue stream 200% during first year.

• Decreased estimated time to profitability on $10 Million transaction from two years to 18 months.

• Increased gross margins 5% on sale and leaseback transactions with third party vendors by presentation and validation of business model.

• Constructed financial measurement and analysis tool that was patented and incorporated into company financial model, resulting in shorter customer response time and easier reporting to management and investors.

STORAGE TECHNOLOGY (STK), Louisville, Colorado 1982-2000

Director of Finance, Managed Storage Services, STK (1999-2000)

Financial responsibility for start-up business division within high end storage company. Reported to VP and General Manager of business group and Chief Financial Officer of parent company. Managed financial construction and overall profit feasibility of customer opportunities. Developed creative financing solutions involving financing and sales and leaseback scenarios. Managed all financial aspects with venture capital investors during ultimate sale of division thru extensive FP&A activities.

• Developed one year operating plan for review by investors as part of due diligence in successful spin of exercise.

• Increased revenue 50% during a 15 month period.

• Provided financial review and approvals to custom designed Statement of Work service contracts, resulting in estimated gross margin improvements of 5% over three years.

• Defined common pricing methodology of new line of business offerings in various targeted markets.

• Negotiated lease and purchase transactions with third party vendors for delivery of service contracts.

Worldwide Operations Manager, Solutions Business Group, STK (1998-1999)

Defined and implemented common operational processes and methodologies of newly created business group. Managed business case development and financial structuring of mergers and acquisition process. Reported to VP and General Manager of $800 million business group. Ensured existence of adequate levels of business and internal control (i.e., ISO 9000, skills inventory, project tracking and solutions implementation). Drove strategic planning process. Managed two direct reports with additional supervisory responsibilities to three analysts based internationally.

• Conducted review and approval of contractual partnerships agreements with software and hardware partners which resulted in long term solution contracts totaling $30 million of revenue.

• Improved service margins 2% on $600 million dollar business.

• Improved consulting practice billable percentages 25% through newly implemented project tracking system.

• Led development of the Business Group’s compensation schemes and revenue recognition processes in conjunction with corporate objectives.

Teris Consulting Financial Service Manager, STK (1996-1997)

Reported to Vice President of Consulting Practice and Executive Vice President of Americas Sales and Service. Developed, executed and managed all aspects of Finance organization of newly formed business practice. Supplied forecasting of revenue and profit for consulting unit. Responsibility for achievement of sales objectives and the support of sales initiatives. Defined and distributed systems and processes for implementation of new consulting and system integration services. Led business unit and direct sales force in pricing on complex consulting, outsourcing and large storage repositories proposals. Supervised quota development and implementations. Participant in incentive plan designs and document creation. Liaison to the Americas Field Operations controller pertaining to revenue recognition and contract billings for larger, more complex transactions. Executed strategic business planning, alliance structuring, financial modeling, asset alternatives and relationship reporting structures to alliance partners.

• Generated $8 million in revenue in first 12 months.

• Developed competitive pricing levels of authority which increased gross margins 5%.

• Developed reporting metrics which were used for product offering refinements.

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Senior Financial Analyst, Americas Field Operations, STK (1993-1995)

Reported to Executive Vice President of Americas Sales and Service. Provided financial support to direct field sales organization in areas of pricing, contract language, margins and marketing programs. Responsible for the financial planning and analysis pertaining to the development and distribution of America’s annual field budget and associated compensation targets which totaled in excess of $1 billions dollars sales and service. Designed and updated quarterly marketing guidelines to direct field transactions towards corporate goals in margins and lease business.

• Gross margin percentages exceeded operating plan assumptions 3%.

• Increased lease mix business fix percent annually resulting in more favorable gross margins and accompanying remarketing revenue to corporation of $5 million.

Financial Analyst/Corporate Financial Support/Commission Accounting, STK (1982-1992)

Corporate marketing interface in third party leasing payoffs and StorageTek equipment trade-ins. Monitored and reported corporate average selling prices and compiled monthly financial status reports for product program analysis. Corporate contact for direct field financial service managers for exception pricing below published pricing guidelines. Developed and distributed complex marketing sales quotas and compensation plans for corporate and field personnel. Administered monthly commission payments derived from monthly sales activities for all levels of field and corporate management.

• Grew customer satisfaction an average of 3%.

• Implemented automated commission processing system resulting in $2 million in annual savings.

EDUCATION

MBA, Emphasis: Finance/Accounting and International Business, Regis University, Denver, Colorado

BS, Business Administration, Emphasis: Management, University of Northern Colorado, Greeley, Colorado

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