John Otto Email & Phone Number

Home Based

I retired from LexisNexis.

I worked as an independent salesperson. I connected with several organizations who needed advice and direction on how to improve their document intensive processes via the application of document management software systems and techniques. I teamed up with Advanced Office Systems who offer IT infrastructure products and services and with The Joseph Merritt Company who offers advanced scanning services.

Account Executive selling document scanning services and selling document content and management software systems such as Fortis, Kofax and SmartSearch. InfiNet was principally a value added reseller (VAR) for various application software systems developed by other companies. My role was as a new business direct sales representative chartered with finding and selling new clients in Connecticut. This required extensive cold calling and the ability to build relationships with potential… Show more Account Executive selling document scanning services and selling document content and management software systems such as Fortis, Kofax and SmartSearch. InfiNet was principally a value added reseller (VAR) for various application software systems developed by other companies. My role was as a new business direct sales representative chartered with finding and selling new clients in Connecticut. This required extensive cold calling and the ability to build relationships with potential technology partners. Sales ranged from small systems for about $4K to large system sales of between $75K and $100K each. I consistently achieved my sales goals and earned several new clients for InfiNet in a highly competitive market by consistently beating out stiff competition. Example new clients included Bozzuto's, a very large food distributor, Miss Porter's School, The Milford Public School System, Industrial Acceptance Corporation, The Town of Vernon, Simoniz Wax, Phoenix Environmental labs - and many others. Show less

Custom Workflow Solutions was a small, startup software company founded by one individual who created a web-based application for managing time off requests and for managing time off accrual balances for employees. The company had obtained some venture funding and I was hired as Director of Sales and Marketing responsible for creating all of the company’s marketing materials, to assist with the design of the company’s website and to conduct all of the sales aspects of the new system.I… Show more Custom Workflow Solutions was a small, startup software company founded by one individual who created a web-based application for managing time off requests and for managing time off accrual balances for employees. The company had obtained some venture funding and I was hired as Director of Sales and Marketing responsible for creating all of the company’s marketing materials, to assist with the design of the company’s website and to conduct all of the sales aspects of the new system.I introduced the system to a broad range of new prospects via cold calling, lead follow up and by attending and exhibiting at numerous industry-related trade shows (e.g. Society of Human Resources Management) and events. I successfully sold many new clients ranging from small businesses with 25 employees up to large, multi-divisional companies with about 1,000 employees thereby achieving my assigned sales goals. Show less

Yellow Book is one of the phone directories that competes against the traditional phone books of the local phone service providers such as AT&T. I joined Yellow Book as a sales representative and was assigned a territory in southeastern Connecticut.The job entailed making 25 to 30 walk-in cold calls a day on small businesses of all types (e.g. hairdressers, insurance agencies, attorney offices, restaurants, etc.) to sell ad space in the Yellow Book phone book. Ad sales could range… Show more Yellow Book is one of the phone directories that competes against the traditional phone books of the local phone service providers such as AT&T. I joined Yellow Book as a sales representative and was assigned a territory in southeastern Connecticut.The job entailed making 25 to 30 walk-in cold calls a day on small businesses of all types (e.g. hairdressers, insurance agencies, attorney offices, restaurants, etc.) to sell ad space in the Yellow Book phone book. Ad sales could range from as low as $10/month up to $2,000/month depending on size. I developed very strong objection handling skills and persistence since most places called on had little interest. I consistently achieved my sales goals and was promoted after a year to be a sales mentor to new representatives since the turnover of sales people was very high. I left after about two years of this job due to my desire to get back into sales of more complex software and internet based solutions. Show less

Examen was a supplier of legal resource management services and web-based legal invoicing applications with headquarters in Sacramento, CA. Examen marketed an ASP legal bill review application and also offered in-house legal bill review services.As a Senior Sales Representative, I called on the legal departments of large corporate accounts in the northeast, which employ the services of large numbers of outside law firms. I sold Examen’s web-based applications for securing and managing… Show more Examen was a supplier of legal resource management services and web-based legal invoicing applications with headquarters in Sacramento, CA. Examen marketed an ASP legal bill review application and also offered in-house legal bill review services.As a Senior Sales Representative, I called on the legal departments of large corporate accounts in the northeast, which employ the services of large numbers of outside law firms. I sold Examen’s web-based applications for securing and managing outside legal counsel via a services bidding process. I also opened several new development opportunities for Examen with several very large accounts including Bank of America and Wachovia Bank. Show less

Netkey was a small, Connecticut based venture backed software technology company offering web-based kiosk software and design services.As a Business Development Manager assigned a Midwest territory, I called on any sizable business that had an interest in placing their web-based assets into public environments such as retail stores, dealer showrooms, factory environments, etc. via interactive web kiosk systems. I opened many new key accounts for web-kiosk projects including sales to… Show more Netkey was a small, Connecticut based venture backed software technology company offering web-based kiosk software and design services.As a Business Development Manager assigned a Midwest territory, I called on any sizable business that had an interest in placing their web-based assets into public environments such as retail stores, dealer showrooms, factory environments, etc. via interactive web kiosk systems. I opened many new key accounts for web-kiosk projects including sales to Ford Motor Company, Recall Management, John Deere Credit Corporation, Bank of America and several re-sellers. A typical design project sale was about $75 to $100K. I also managed key accounts including Borders Bookstores and Fidelity Investments selling design and system upgrades. Due to the events of 9/11 Netkey was forced to dramatically reduce their operation and their sales organization within a month. Show less

Kronos is a leading supplier of time and labor management software applications.As a Senior Sales Representative – Manufacturing Systems Division, I called on and sold to manufacturing companies in Connecticut and Massachusetts focused on opening new accounts with Time and Labor and Shop Floor Control systems. I consistently achieved or exceeded sales goals with most success with large new accounts for Kronos. Small sales were about $20K and larger sales were as high as $300K. I sold… Show more Kronos is a leading supplier of time and labor management software applications.As a Senior Sales Representative – Manufacturing Systems Division, I called on and sold to manufacturing companies in Connecticut and Massachusetts focused on opening new accounts with Time and Labor and Shop Floor Control systems. I consistently achieved or exceeded sales goals with most success with large new accounts for Kronos. Small sales were about $20K and larger sales were as high as $300K. I sold several new large accounts including Hamilton Sundstrand, Hasbro, Starrett Tool, Yankee Candle and others. Achieved “Legend Maker” award status for fiscal 97 with sales in excess of 125% of my annual quota. Show less

DG was a leading supplier of enterprise class Unix servers and storage system products with relationships with leading database suppliers. I was an Account Executive – New Business Development and I specialized in large account development within a Connecticut territory. I achieved my assigned objectives of $300K/year by specializing in document imaging applications. In 1995, DG sold off its storage systems divisions and the company went out of business soon thereafter.

As a Sales Representative – Business Machines Group, I sold small office systems (adding machines and ledger machines) and mini computers to a variety of small business types.

My career with Honeywell began as a Sales Representative selling mainframe and mid-range computer systems and software applications in a central Connecticut territory. I achieved all sales goals and was promoted in two years to a National Account Manager where I sold exclusively to The General Electric Company corporate organizations. My sales job was to introduce new mainframe technologies and application software systems to GE.After exceeding all assigned goals for three years, I… Show more My career with Honeywell began as a Sales Representative selling mainframe and mid-range computer systems and software applications in a central Connecticut territory. I achieved all sales goals and was promoted in two years to a National Account Manager where I sold exclusively to The General Electric Company corporate organizations. My sales job was to introduce new mainframe technologies and application software systems to GE.After exceeding all assigned goals for three years, I was promoted to Sales Manager, GE Operations where I managed a team of 12 sales and service professionals achieving up to 300% of goal with sales in excess of $120 million in 1986. I recruited, developed and managed several successful sales managers. I was awarded “Sales Manager of the Year” at the region and operations levels in both 1985 and 1986 and the “President’s Award of Outstanding Contribution” in 1987.In 1988 I was promoted to Business Marketing Manager with responsibility for new business development and business management with the General Electric and for other Honeywell Inc. division accounts with average annual sales revenues of $110 million.In 1992, Honeywell sold its computer business to Groupe Bull of France naming the business Bull H.N. Inc. I continued to sell computer systems until Groupe Bull disbanded most of the remaining sales and marketing organization in early 1993. Show less