JOHN W. STOKES 3466 Data Drive, #933, Rancho Cordova, CA 95670

(916) 996-6008 (Cell)

john.w.stokes@gmail.com

BUSINESS DEVELOPMENT, TECHNICAL MARKETING, SALES, APPLICATIONS

An accomplished RF/Microwave and EW industry professional, seeking technical sales, marketing, program

management and business development opportunity to maximize my strong systems, product and proposal

management, and customer relationship building experience to be a key contributor to Company growth.

SPECIFIC SKILL AND BACKGROUND AREAS ARE:

SALES and MARKETING, BUSINESS DEVELOPMENT. Pre-bid meetings, product demonstrations, pre-sales

customer technical support, proposals and quotations, customer service and support, market research and analysis,

literature and advertisement development, negotiations, competitive analysis, technical sales calls, trade shows, contract

review, negotiation and administration. Sales office organization and management. Familiar with Salesforce.com.

ENGINEERING. Advanced military radar and EW/ECM microwave subsystems, TWTAs, wideband

microwave tuners, LO synthesizers and frequency converters, private telecommunications systems,

analysis, millimeter band microwave and cellular communications, circuit design and development,

component selection, analog design, system conceptualization. Experience with high power microwave

amplifiers, TWT power supplies, microwave components, transmitters, RADAR jammers, integrated

subsystems.

PROGRAM MANAGEMENT. Planning, coordination, reporting, supervision, project analysis, materials

selection, vendor selection and control, program scheduling and budgeting. Managed subsystem programs

up to $175k.

SECURITY CLEARANCE: Secret (expired).

PROFESSIONAL EXPERIENCE:

Planar Monolithics Industries, Inc. El Dorado Hills, CA, 5/13 to 1/16. Business Development, Program Manager

and Applications Engineer

Joined PMI to be BD and Program Manager at their West Coast Operations in El Dorado Hills. PMI is a 25 year old

company which aggressively markets its microwave components and integrated microwave assemblies to the military-

aerospace market. Reported to the CEO, the General Manager and the Director of West Coast Operations.

Managed major proposals to the major defense contractors and US Government labs.

Prepared magazine advertisements to major industry publications.

Promoted the company to customers in the Western States via in-person meetings and telephone calls.

Established Applications Engineering function in West Coast office.

Used personal contacts to obtain new opportunities with military systems houses for integrated

assemblies.

Paciwave, Inc. Sunnyvale, CA, 5/10 to 2/13. Director of Sales and Marketing. Was recruited to Paciwave to grow

the company. Paciwave was 15 years old but had never previously engaged in any sales promotion or marketing

activity. Reported to the President.

Established the network of field Sales Representatives, domestic and international.

Established advertising in industry journals and participation in trade shows.

Drove Paciwave as a supplier to major and intermediate size defense contractors.

Drove the company to obtain a SECRET level facility clearance.

Achieved new Approved Vendor List status with large accounts.

Closed orders with several new customers for component sales. Paciwave was chosen as either

prospective or selected supplier for integrated subsystems on three major programs.

AKON, Inc. San Jose, CA, 3/07 to 5/10. Director of Sales and Marketing. Was recruited to Akon to re-establish

their presence in the domestic US microwave market. Reported to the President.

Re-established and motivated the network of field Sales Representatives, domestic and international.

Re-established Akon as a major supplier to the US defense market major contractors

Identified new products needed by customers for IR&D development.

Increased responsiveness and communications between Akon and the customer base, improving customer relations.

Turned small single-product opportunities into large multi-product accounts. Provided a 46% increase in Domestic bookings in first 12 months.

Independent Consultant to start-up microwave component manufacturer, 5/03 to 2/07. Hired to establish a

marketing program and assist with business development. Reported to the client President and Sales Manager.

Completed network of field Sales Representatives, both domestic and international.

Drove product catalog development, new product identification and definition/specification.

Worked with in-house sales manager for web site updates and specific customer opportunity

development.

Drove Product Line Managers in definition and specification of new catalog products.

Phase One Microwave. Rocklin, CA, 1/02 to 5/03. Director of Sales and Marketing. As the first salesperson

employed at start-up POM, established the sales organization and function at the company, from scratch. Reported to

the President.

Established network of field Sales Representatives, both domestic and international.

Created new product lines and product catalog, revised web page, created magazine advertisements,

trade show materials.

Expanded the product offerings from basically millimeter band only, to the full 2-80 GHz range.

Achieved a 6-fold increase in the active customer base and doubled average monthly bookings from

over a 12-month period.

L-3 Narda DBS Microwave. El Dorado Hills, CA, 3/00 to 12/01. Regional Sales Manager. My territory was most

USA states except New England and California, plus southern Europe and Asia. Reported to the Director of Sales and

Marketing.

Managed network of field Sales Representatives, both domestic and international.

Supported field sales reps and found new opportunities through extensive travel and customer

meetings/presentations.

Worked closely with manufacturing engineering to customize standard products for particular

customer needs, resulting in satisfied repeat customers.

Achieved total company bookings of $1M/month. My contribution was roughly half that amount.

Design and System Engineering Background, Subsequent to graduation, and prior to moving into sales and

marketing in, was employed as an electrical design engineer, systems engineer and ultimately a Project Engineer,

working on military microwave subsystems and systems and TWT power supplies for radar and ECM systems, airborne

and shipboard. Employers were Teledyne MEC (Palo Alto, CA), ARGOSystems (Sunnyvale, CA) and Litton Electron

Devices Division (San Carlos, CA). Developed and sent into production time-gate repeater jammers, phased-array

ECM transmitter, techniques generator, VCO noise generator, high power amplifiers, low phase noise amplifiers, multi-

band TWT amplifiers, threshold detectors, interface circuits, power conversion circuits, coherent RF memory modules,

platform stabilizers and special depot test equipment. Accomplished and completed numerous analog circuit designs.

Education: Bachelor of Science, Electronic Engineering, California Polytechnic State University, San Luis Obispo,

CA. Honors graduate.