This document is a resume for John W. Stokes. It summarizes his experience in sales, marketing, business development, program management and engineering for microwave industry companies over 25 years. His background includes establishing sales organizations, growing business, managing proposals, product development, and engineering design. He holds a Bachelor's degree in Electronic Engineering and has held security clearance.

1. JOHN W. STOKES
2230 Valley View Pkwy #228, El Dorado Hills, CA 95762
(916) 293-8479 (Home) - (916) 996-6008 (Cell)
john.w.stokes@gmail.com
SALES, MARKETING, BD, PROGRAM MANAGEMENT and ENGINEERING
An experienced microwave industry professional, seeking a sales, marketing, program management and business
development opportunity to maximize my strong systems, product and proposal management, technical sales and
customer service experience to spur 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.
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.
EDUCATION: Bachelor of Science, Electronic Engineering, California Polytechnic State University, San Luis
Obispo, CA. Honors graduate.
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.
 Additionally functioned as QA oversight at the West Coast office until business volume there was
sufficient to warrant hiring a dedicated QA Manager.
 Assisted in the West Coast Operation obtaining its ISO9001:2008 certification.
 Functioned as Deputy Facility Manager when the West Coast Director was away from the office.
 Functioned additionally as Applications Engineer to assist customers with the definition of new
products and assemblies to achieve the functionality required by their systems and programs.
 Used personal contacts to obtain new opportunities with military systems houses for integrated
assemblies.

2. 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.
 Began advertising in industry journals and participation in trade shows.
 Introduced Paciwave as a potential supplier to major and intermediate size defense contractors.
 Provided leadership in the preparation of bids and proposals, including performing the bulk of the
subsystem design and conceptualization engineering for the technical content and compliance sections
of proposals.
 Instrumental in the company obtaining a SECRET level facility clearance.
 Provided strategic direction to the President to broaden the domestic customer base
 Functioned additionally as Applications Engineer to assist customers with the definition of new
products and assemblies to achieve the functionality required by their systems and programs.
 Interfaced with Dept. of State and Dept. of Commerce on ITAR/EAR export issues.
 Identified new products needed by system-house customers such as tuners, receiver front ends and RF
sources.
 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.
 Represented the company at the MTT/S and EuMW tradeshows.
 Convinced the CEO to expand the product offerings from basically 0.5 to 18 GHz to the full 0.5 to 40
GHz range.
 Turned small single-product opportunities into large multi-product accounts.
 Provided strategic direction to the President to broaden the domestic customer base
 Started Applications Engineering group to assist in subsystem conceptualization and preliminary
design, and price-proposal generation for tuners, synthesizers, receivers and frequency-converters
 Interfaced with Dept. of State and Dept. of Commerce on ITAR/EAR export issues
 Secured product lines for representation in India by Akon’s new Sales Representation group, AEI
 Reassigned to International Sales and Marketing activities, traveled extensively.
 Achieved new Approved Vendor List status with several large 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.
 Assisted with product catalog development, new product identification and definition/specification.
 Established standard price list for catalog items.
 Provided market analysis and information, and specific customer opportunity data.
 Worked with international exporters to increase company’s business overseas.
 Worked with in-house sales manager for web site updates and specific customer opportunity
development.
 Worked with Product Line Managers in definition and specification of new catalog products.

3. Phase One Microwave. Rocklin, CA, 1/02 to 5/03. Director of Sales and Marketing. As the first salesperson
employed at start-up POM, I 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.
 Represented the company at the MTT/S tradeshow.
 Expanded the product offerings from basically millimeter band only, to the full 2-80 GHz range.
 Made presentations on the company and its capabilities to non-technical customer decision-makers.
 Provided strategic direction to the President to broaden customer base and stabilize of the company.
 Provided a 6-fold increase in the active customer base and doubled average monthly bookings from
over a 12-month period.
 Took the company from being a virtually unknown niche supplier to being the preferred supplier to a
number of DoD customers.
 Position was temporary to establish sales function and stabilize company’s revenue.
DBS Microwave. El Dorado Hills, CA, 5/00 to 11/01. Sales Manager. Responsible for all sales activity in domestic
USA (except New England and California), Canada, as well as southern Europe and Asia. Reported to the Director of
Sales.
 Traveled domestically and internationally to make sales calls on key customers, and present the
company’s capabilities, bringing in several new accounts.
 Supported and directed field reps and focused sales on both DoD and commercial-industrial customers.
 Represented the company at domestic and international trade shows.
 Worked with Engineering Manager on new product definitions and specifications, and product launch
 Position was eliminated due to buyout and merger/facilities consolidation with Narda West
 Increased monthly bookings to approx. $1M.
TRW MilliWave Technologies. Diamond Springs, CA, 4/97 to 5/00. Sales Manager. Responsible for all sales,
marketing and BD activity worldwide. Reported to the President.
 Traveled domestically and internationally to make sales calls on key customers, and present the
company’s capabilities, bringing in several new accounts.
 Supported and directed field reps and focused sales on both DoD and commercial-telecom customers.
 Represented the company at domestic and international trade shows.
 Worked with Product Line Managers on bids and proposals for high volume, low cost millimeter-band
telecom assemblies.
 Position was eliminated due to buyout by and merger with Endgate Corporation, forming Endwave
Corporation.
Design and System Engineering Background, Subsequent to graduation, and prior to moving into sales and
marketing in 1989, I 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. Responsible for numerous analog circuit designs.