Resume: account executive, regional sales manager, sales executive, marketing, software, sales, technical
John K. Piraino (via JobCenter)
Company: JPX Sales Consultants
E-mail: jp....@worldnet.att.net
Phone: 818 758-9081
Location: Los Angeles
INTRODUCTION
I have over 25 years of experience in selling high tech products and
service to CEO, CFO, CIO and other executive levels. I would like to
explore telesales, presales, and other sales opportunities with you.
Employer Benefits
1. I have 5,500 national executive contacts (Fortune 2000, ISP 2000)
2. There are another 2,000 California and other Pacific coast contacts.
3. I can prospect, do pre-sales, presentations or sales immediately.
4. You will have no phone or computer installation costs.
5. My office is fully equipped with dedicated lines for fax, modem,
Internet and voice. Email address: "jp....@worldnet.att.net"
Please review my text resume below. Thank you.
John Piraino
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RESUME John K. Piraino jp....@worldnet.att.net
5420 Lindley Av. #16 Phone: (818) 758-9081
Encino, CA 91316 FAX: (818) 758-9092
OBJECTIVE
Opportunity to make or contribute to sales in the high tech
arena to major firms. Prefer technical or software sales.
SUMMARY of SALES HISTORY
JPX CONSULTING (1993-current)
- Uniscape 1998: Sales profit = 200% of consult fees; created
sales/telesales strategy and materials; RESULT: $20mm pipeline.
- DP/Rx 1996-97: Medical/pharmacy network; healthcare and DUR/DUE
business application development; tech mgr,tech sales up 50%.
- ACL 1993-1995: US Sales Dir: Sales UP 800%, 2 yrs. Dir/indirect
channels for audit/Decision Support Software sales & marketing.
SALES EMPLOYMENT (1976-1993)
- Sterling 1990-1993: 374% QUOTA; WORLD RECORD #1; sales manager;
trained salesmen;chaired strategic planning;always 150%+ quota.
- ANCIS 1988-1990: Sell telesales programs, train personnel, help
strategic development, major account sales, VAR channels, etc.
- MCBA 1985-1987: Recruit/trained Resellers; up 500%: 300-1500.
- PASS 1976-1983: 100% growth each year; devel full service firm;
trained all personnel in coding, solution sales, support, etc.
TECHNICAL SUMMARY
- Design/code/QA/document/install/support/manage dozens of systems
in finance, accounting, distribution, manufacturing, networks.
- Experienced on MVS/CICS,PDP/RSTS,VAX/VMS,HP/UX,DEC/UNIX,Windows.
- Familiar with data warehousing,web computing,process engineering
INDUSTRY EXPERIENCE SUMMARY
- Healthcare, pharmacy, localization, software/hardware systems
for finance, accounting, manufacturing, distribution, supply chain,
sales force automation, networks, electronics, retail, etc..
-------------------------- DETAILED SECTIONS ------------------------
WORK/ SALES ACCOMPLISHMENTS (chronologically)
JPX: Senior sales consultant (4/93-curr) Software,sales,consult
Uniscape:Software internationalization,localization service
- First quarter sales: $260K; profit exceeded consulting fee.
- Built $20million pipeline in 5 months, F1000 CEO/CIOs.
- New sales,prospects,scripts,collateral,prices,partners.
DP/Rx: US Sales,tech mgmnt; Medical,pharm service. Direct/VAR
- Increase tech service income 50%+. Managed tech specs.
- Retained shaky client base, sold new clients, new network.
- Pipeline/relation with Amer Stores, Sierra Health, Aetna
ACL, Vancouver, BC: US PRES SALES/MKTG. Audit/DSS software.
- Sales up 800%: $400K/yr - $3,000K/yr in 2 yrs (USA)
- Sold Prudential, Dean Witter as mainframe beta partners.
- Published: Fortune,Reseller,DBMS,Software Magazines.
- ACL now owns 60%+ of audit software market (US & world).
STERLING SOFTWARE: SALES/SLS MGR (4/90-2/93) MVS 4GL tools
- 374% quota in 5 months;record;#1 world-wide;150%+ after.
- Made sales manager after 6 months; trained salesmen.
- Developed enterprise sales; quarterly sales promotions.
- Division moved from near last to #1 in profit/sales.
- Chairman of "Strategic Planning Committee" for divn.
- Develop sales compensation plans, strategy with VPS.
ANCIS SOFTWARE SALES/ANALYST (3/88-2/90)
- Sales up 50-100%/yr for small clients: retail,dist,mfg
- Sales force automation,call center software,sw design
- Sold,design,code,install:fin,acctg,dist,supply chain
- Penetrated major accounts: Home Savings,Measured Mktg.
- Design/QA/document 4GL finance/acctg/dist/mfg software
MCBA: VP MKTG (4/85-3/87) VAR/DIRECT SOFTWARE: acctg,mfg,dist
- Rave reviews from execs and VARs for VAR training course.
- Published 600 page book on acctg,dist,mfg solution sales.
- First/only VPM successful at creating training class,matls.
- Only successful creation/implement VAR-vendor recruit pgm.
- VAR Manager: VARs up 500%; 300-1500 worldwide; training.
- Turned a $50K trade show expense into a $20K profit center.
- Sales up $6m/yr to $11m/yr; major account sales manager.
ANCIS SOFTWARE SALES/ANALYST (3/88-2/90)
- Sales up 50-100%/yr for small clients: retail,dist,mfg
- Sales force automation,call center software,sw design
- Sold,design,code,install:fin,acctg,dist,supply chain
- Penetrated major accounts: Home Savings,Measured Mktg.
- Design/QA/document 4GL finance/acctg/dist/mfg software
PASS CORP: US DIRECTOR (4/75-6/83) Acctg,Mfg,Dist;hw/sw mfg,svc.
- Sales increased 100% every year from 1976 to $7m+ firm.
- Increase software 600% (2-12 analysts), sales up 1000%.
- Achieved top DEC VAR sales position in the southwest 1982.
- Hardware field service; from 0 to 12 techs, 2yrs, $95K+/mo.
- Trained analysts: structured coding;faster,better systems.
- Devel database (pseudo Rdmbs);high volume I/O efficiency.
- Created network/communication center, national computing.
- Increase sales team 1 to 10; active in local field closes.
- Hardware design/mfg P23,16 users,turnkey system,$12K retail
NATIONAL CSS: NATIONAL APPL DIR (4/74-3/75)Acctg,Mfg,Dist,retail.
- $125K contract to manage & train national sales & tech staff.
- Saved $3m in software development (over initial estimates)
- Boosted sales 1000% in 1 year through field sales training.
- Much travel, 20+ offices for training and closing sales.
- Sold, helped sell F500 accounts; excellent presenter/closer.
NATIONAL CSS:CONSULTING ANALYST (2/70-3/74)fin,acctg,dist,mfg
- Top recommendations, all clients, for complete systems svc.
- Created mods/applets for fast appl design,coding,install.
- Doubled consult income ea year before NCSS contract.
- Created modules IC,OE,AR,PO,AP,GL,PR,MRP,SFC,BOMP,JC,LC...
REPUBLIC CORP: SPACE DIVISION: SR ANALYST (7/69-12/69)
- Only surviving employee after moon landing; divn close 12/69
- Successfully automated PC board layout, visual business apps.
- Developed financial/dist systems for Republic and divisions.
Membership AMA,NCPDP,NCPA,ICP Super SW Sellers Million $ Club
Education High School:Cranbrook,MI;TOP SCIENCE STUDENT AWARD
College:BA:Oberlin:Physics,HONORS COMPUTER MODELS
Grad: UC Med School; withdrew for computer career
Salary Standard market rates for base and commission. Some
Draw during ramp-up preferred.
Travel 90% travel OK.
MAJOR ACCOUNTS SOLD
JPX: 3M,Amdahl,Apple Computer,Arbor,Cadence,Cognos,Cybermedia,
CA,GE,Hyperion,Intrepid,Lockheed,Lucent,McHugh,Mpath,Novadigm,
Intel,Novell,Peoplesoft,Platinum,Quarterdeck,Sterling,Sunsoft,
Symantec,Unisys,Unwired Planet,Visigenic,Xerox.
Blue Cross,Fresno CA State Pharm,Rite Aid,Ind Health,Revco.
E&Y,Deloitte,KPMG,Veterans Admin,Prudential,Aetna,Med Disc.
STERLING: Rockwell,McDonnell Doug,Sprint,Lockheed,Hughes,ARCO,
Mobil,JC Penny,Mayco,Purina,Union Electric,Raytheon,Northrup,
Allergan,AFLAC,Bausch&Lomb,Bergin Brunswig,Black&Decker,Mattel.
NCSS/PASS: Home Savings,United CA Bank,Republic,Sinclair Paint,
US Growers,Merchants Cold Storage Dist,Dreisbach Dist,JNI Dist,
Ventura Coastal,Gate City,Pet Foods,Borden Foods,Kane-Miller,
Intl Harvester,Advance Memory,CalTech,CalState,Hughes,Lockheed,
Rockwell,Solar Turbines,Coca Cola,7-UP,The Weider Companies,
Insuror's Press,Hydro Conduit Mfg,Wright Mfg,Inland Bolt,etc.
TECHNICAL SKILLS & MANAGEMENT
- Top designer: mfg/dist/fin software,db,nets,hardwre(70-curr)
- Platforms: mainframe-micro: MVS,RSTS,VMS,UNIX,Win. (70-curr)
- Industries: zfinance,retail,aero,mfg,dist,pharm,med (70-curr)
- Languages: Basic,Fortran,Cobol,PL/I,assembler,4GLs (66-1989)
- Architect: DataWarehouse,Process/Sales/Proj auto'n (76-curr)
- VLSI SW: create/manage tech teams;price,plan,sched (78-1989)
- Health: adjudication,DUR&E sw/nets,sw/hw MRI (79-83,95-97)
PERSONAL RECAP AND SKILLS DETAILS
Enterprise-wide sales and technical systems sales manager.
Expert in distribution, manufacturing, and high tech or
related industry will expand market and add clients with
low cost, creative sales and telesales techniques; expert
prospector and closer at CEO/CIO and technical level.
24 years sales management experience includes a blend of
sales, sales training, marketing, operations and financial
responsibilities. Innovative business leader and builder.
Proven ability to develop, manage, implement and support
sales/tech projects from conception to profitability.
Employers usually have sales growth of 100%/year or more.
Strong written communicator; published author on sales
and technical issues (Fortune, Software, etc. magazines).
Books published include tech sales in manufacturing, etc.
Create strategic/tactical business teams. Acknowledged
success in new markets as sales manager and promoter.
Excellent people skills; top sales trainer, motivator.
Pragmatic and persistent for bottom line profitability.
"Hands on" manager (sales, telesales, field sales) likes
To keep in touch with client base and field reps daily,
with optimistic "get things done" professional attitude.
GREAT SALESMAN OR MANAGER FOR RAPID GROWTH SITUATIONS.
END RESUME
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