Sales Marketing

Michael Paparella Tel: +1-480-***-****

**** ***** ***** ***** *-mail: *******@*****.***

Scottsdale, AZ. 85259

USA

Ruckus Wireless, Inc. – Wireless Systems for the Enterprise & Carrier markets

Sunnyvale, CA. USA - (2006 to present) www.ruckuswireless.com

Director of Sales APAC & Director of Sales, Southern Europe

9 years of consistent sales performance of 100%++ of targets

Established from scratch Distribution & Reseller channels throughout the APAC region where & when the brand name was completely unknown.

Consistently met & exceeded quarterly revenue goals year after year

Annually & consistently produced the most revenue on an individual basis

Successfully developed business relationships which rendered the APAC region #1 from a revenue perspective for the company

Directly responsible for a 40-fold growth in revenue and 30-fold growth in unit shipments in the Asia Pacific region, which resulted in the company’s realizing a 242 percent compound annual growth in revenue in APAC. In 2009 constituted 20% ++ of company’s revenues.

In addition to developing Enterprise channel business also closed volume (IPTV) projects with Telcos SingTel (Singapore) & Telstra (Australia)

In conjunction with the expansion of the sales force in APAC where replaced by 7 people, reassigned to the southern European region to develop markets, establish effective channels & achieve consistent revenue growth

Tripled sales from 2009 revenues in 2010, in newly assigned region

Reconstituted, reorganized, expanded & resolved major channel & partner issues in a region which was woefully under developed, where product and brand was virtually unknown. Subsequent to being reassigned from APAC to EMEA region, achieved an increase in sales revenues from $65,000 to $6 Million in only 4 years)

Key contributor to the company’s successful IPO in November 2012

D-BAM, Inc. – Brand Asset Management software for Enterprise/Corporate markets

San Jose, CA. USA (2005 to 2006)

VP of Worldwide Sales

. Assisted CEO in identifying Vertical Markets for DAM technology & services

. Created Sales Program for ICA’s – Independent Certified Agents

. Supported CEO in the search for Strategic Partners & Potential Investor

Access International – International Business Consulting

Palm Desert, CA. USA (2001 to 2005) - President

Akamba Technologies – Server capacity augmentation cards

Los Gatos, CA. – developed the company’s sales & marketing plan for International markets, initiated OEM discussions with well known server vendors

Applause LLC – Toy Manufacturing

Woodland Hills, CA. – re-established market presence & sales

worldwide resulting in revenues within 6 months of initial engagement

Corega International S.A. – Wifi solutions - Yokohama, Japan

Focused on the establishment of Distribution & Reseller channels Latin America

Accesslan Communications, Inc. – Intelligent DSLAM solutions for Carrier market

San Jose, CA. USA (2000 to 2001)

Senior Director, International Channel Sales & Business Development

PowerTV, Inc. – Interactive software for Service providers & TV manufacturers

(A Scientific Atlanta company)

Cupertino, CA. USA (1999 to 2000)

Director of International Sales

Com21, Inc. - Headend & Cable modem systems for MSO operators

Milpitas, CA. USA (1996 to 1999)

Director of International Sales

• Established a solid market position and created initial brand name awareness for a

“Start Up” organization, whose technology and products consisted of an ATM based

Cable Modem (hardware and software configured) system, which acts as a multi-

media platform for the support of Voice, Video and Data services over Broadband

HFC/Coax networks.

• Defined and executed Com21’s Sales strategy for worldwide markets

• Submitted to executive management clear international objectives and effectively

established a strong sales force with which to build the company’s sales revenues.

• Established an effective and successful International reseller channel which

consisted of 30 partnerships, within one year.

• Responsible for negotiating, establishing and maintaining worldwide partnerships

with Philips, Siemens and Nortel.

• Directly responsible for establishing worldwide recognition and a strong presence in

the international markets for an unknown “start-up” company during product

development

• Directly responsible for consistently having achieved the company’s challenging

quarterly revenue goals which comprised 70% of the company’s Total Gross Revenue

in the first fiscal year and for the entire history of the company.

• Key contributor to the Company’s successful IPO in May 1998.

• Managed both technical sales support and sales/account executives based in

territory; Europe, South America, and Asia Pacific.

• Ensured and achieved continual growth of market share and revenues from the

international markets, including the establishment of Com21’s #1 market share

position in Europe.

R-NET International, Inc.

LAN/WAN Networking solutions

Vice President – Sales & Marketing

Fremont, CA. USA (1996)

• Established a new Computer Networking “Start Up” organization for the Sales and

Marketing of Ethernet based Switches, ISDN/Remote Access Servers and Routers, &

10/100MB LAN Connectivity products.

• Defined the company’s Structure, Direction, Product Portfolio, Market positioning and

Distribution strategies.

• Introduced the Company, Products and Objectives via numerous contacts at Industry

Trade Fairs, such as Cebit, LanWorld, InterOp, and PC Expo.

• Initiated OEM and Distribution negotiations for an official collaboration with potential

Business Partners both domestically and internationally.

• Implemented an introductory “Direct Mail” piece, sent to over 2500 qualified

companies, to create a Corporate Image, Brand Name awareness/recognition,

and initial revenues.

• Set up and trained a telemarketing group for proactive selling, lead generation, and

“pull through” activities for the emerging channel. Also set up and trained a network

of independent sales representatives for broader market coverage worldwide.

• Activities and accomplishments achieved in only four months contributed to the

corporation’s being acquired and merged.

Allied Telesyn International Corp. www.alliedtelesyn.com

LAN/WAN – Networking solutions Sunnyvale, California (1990 – 1996)

Director, International Sales / Business Development

• Constructed distribution/sales channels internationally, where none existed, for the

Sales and Marketing of ATI's broad range of Ethernet LAN Connectivity products

• Established and maintained working partnerships based on reliable support,

efficient communication and collaborative efforts for market development.

• Responsible for all sales and marketing activities in Europe, Latin America, Africa,

& ANZ/Pacific Rim.

• Responsible for having consistently generated $6-9 Million per Year (91 - 94) with

attainment of total goal percentage being between 90-105% each year.

• Personally responsible for revenue generation which made possible the

establishment of two European subsidiaries in Paris and Milan.

• Assisted newly appointed Managing Directors in start-up phase of new European

operations. Introduced them to existing distribution partners and trained sales staff.

• Conducted presentations on Ethernet connectivity and product functionality.

Explained company philosophies, strategies and positioning of products vis a vis

competitive lines.

• Managed telemarketing sales representatives and outside sales.

• Managed sales support and administrative personnel

• Directly and solely responsible for 30% of the company's overall International

revenue (91-93).

• 94-95, increased sales in Latin America by 500%.

• Instrumental in initiating business with worldwide distribution and integration

accounts such as DEC, Anixter, Alcatel, Olivetti, Computer 2000 and others.

• Participated in Trade Fairs: Interop, Networks, Cebit, SMAU, LanWorld, AsLan,

InfoPor, Comdex Latin America, and others.

Softguard Systems, Inc. – Copy Protection Software

Sunnyvale, California, USA (1989 – 1990) - Sales Manager

• Developed new sales and managed existing accounts both domestically &

internationally. Within one year, constituted 90% of the company's overall revenue.

• Initiated and developed contacts with prospective distributors to further expand the

company's overseas distribution network.

ITM Ingegneria Biomedica - Medical Equipment Sales

Bari, Italy (1987 – 1988)

National Sales Director

• Developed regional and national sales/marketing program, increased sales by 30%

• Initiated and developed contacts with major foreign manufacturers of electro-

medical products for importation and distribution.

• Maintained cooperative sales/marketing relations with national and international

suppliers.

Italian Trade Commission = Istituto Commercio Estero (ICE)

Italian Government Agency for Export - Trade Analyst

New York, New York, USA (1985 – 1987)

• Researched, analyzed and provided relevant governmental regulations to United

States importers and Italian exporters.

• Conducted market research for the Italian government and Italian exporters.

• Organized promotional events and public relations activities for major importers

of Italian products.

• Supervised multi-media advertising campaigns and production of newsletters, even

under "crisis management" circumstances.

• Organized & conducted trade missions overseas for U.S. importers and journalists.

• Participated as ICE representative at trade fairs in the United States and Europe.

Education

LOYOLA UNIVERSITY OF CHICAGO, Chicago, Illinois 1980 - 1981

Bachelor of Science degree in Political Science

LOYOLA UNIVERSITY, Rome, Italy 1979 - 1980

(Overseas study program)

ST. JOSEPH'S UNIVERSITY, Philadelphia, Pennsylvania 1977 - 1979

Concentrated studies in International Relations

Languages

English & Italian, (fluent), French & Spanish (conversational) & some Portuguese.

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