Michael Hopfinger LinkedIn Profile

Contact www.linkedin.com/in/hopfinger (LinkedIn) Top Skills Market Planning Marketing Marketing Analytics Michael Hopfinger Vice President, Americas Sales @ Parallels | B2B Sales & Marketing, Go-To-Market Expert, Channel Strategy St Louis, Missouri, United States Summary Grounded in over 20 years of experience in the IT industry, I have a passion for helping customers and partners develop stronger, healthier businesses. I have a keen understanding of the challenges and opportunities that businesses face in dynamic and competitive markets. The best part of my work is when I get to partner with technology executives and their customers to create and deliver solutions that address their most critical needs and objectives. I also have a reputation for leading humans and organizations with trust, transparency, and confidence. I believe that authentic, honest, and empathetic leadership is essential to getting the best out of individuals and teams. Experience Alludo Vice President, Americas Sales - Parallels December 2023 - Present (1 year) Leading Americas Sales and Channels for Parallels. https://www.linkedin.com/showcase/parallels/ Vation Ventures Vice President, Client Delivery September 2022 - December 2023 (1 year 4 months) I led the Client Delivery group at Vation Ventures - an organization focused on helping emerging technologies get to market, rapidly and effectively. This work not only benefits the emerging technology companies with whom we worked, but also our network of proven technology distributor and integrator partners. Page 1 of 7

By vetting and supporting the very best of breed within the ever-changing world of emerging tech, we drove continuous innovation with greater agility alongside our community of technology solution providers. That innovation, ultimately, benefitted businesses and governments all over the world, who continue to gain from the most powerful combination of capabilities and services to solve their most difficult challenges. Cisco 9 years 10 months Senior Director, Global Campaigns November 2021 - September 2022 (11 months) St Louis, Missouri, United States Michael took a role leading a newly created Global Campaign Marketing organization at Cisco. This included building out a Campaign-based strategy for Cisco to take its thousands of products to market in a memorable and understandable fashion. The role also required the full build out of the new organization from design, to funding, to recruitment of talent, to objectives. The team was able to deliver four key campaigns to market that continue to serve as a basis for how the company positions itself in the market - Power Hybrid Work. Secure the Enterprise, Reimagine Applications, and Transform Infrastructure. Senior Director - Global Segment & Industry Marketing November 2020 - November 2021 (1 year 1 month) Michael led Cisco's Global Segment & Industry Marketing organization. On one hand, he was responsible for the overall Marketing strategy for four of our five customer market segments, globally. On the other, he partnered with sales leadership to develop and deliver integrated sales and marketing practices for all customer segments across APJC, EMEAR and the Americas. To substantiate the vision - the group equipped our colleagues in the country and region teams with go-to-market strategies, demand generation, seller enablement programs, marketing campaigns and content, customer insights and intelligence, and communication tools that were leveraged by sellers to drive growth. Meanwhile, the organization orchestrated the overall digital experience so that we were more helpful to our customers - providing relevant Page 2 of 7

and useful content to complement the experience they were having with our sellers. Director - Americas Segment, Industry & Partner Marketing November 2018 - November 2020 (2 years 1 month) Michael was given a significantly expanded role in 2018 when, in addition to Americas Partner, he was asked to take on responsibility for Marketing to Enterprise, Commercial, and Small Business customers across the region. During this time in the Small Business market segment, the company launched a new Small Business brand, digital experience, and overall market presence and that accelerated to over a billion dollar business. The work implemented in the Americas led the way in this market segment and was subsequently rolled out across the company globally. Further upmarket, we enjoyed tremendous success in partnering with our inside sales organization to create a truly integrated, virtual sales and digital marketing organization. This approach provides customers with a better overall experience (digital and analog) and lowered the complexity and cost of sale for the company. We also enabled our sellers in our largest and most critical accounts to better position total technology solutions that help their customers' businesses, and move away from selling just the technologies themselves. Finally, we also launched the first successful foray into eCommerce for Cisco during this period. Leveraging the strengths of some of our existing partners, new ones like Amazon, and our own digital capabilities - we launched a comprehensive and multi-faceted eCommerce strategy for the company that is currently reaping hundreds of millions in profitable, annual sales and growing. Director, Americas Partner Marketing January 2016 - November 2018 (2 years 11 months) Saint Louis, MO As one of the largest technology companies in the world, Cisco has an immense channels ecosystem that helps us build the right solution for our customers. In the role as Director of Partner Marketing in the Americas, Michael led the organization that is responsible for going to market together with the more Page 3 of 7

than 10,000 resellers in our channel ecosystem – accounting for over 90% of Americas revenue annually. In this position, Michael worked as a member of the senior leadership team for Cisco’s Americas Partner Organization to develop the strategies, programs and investment frameworks that brought genuine value to the company’s Channel partners - and profitable growth. Senior Manager, Americas Distribution Marketing December 2012 - January 2016 (3 years 2 months) Saint Louis, Missouri Enabling partners to effectively go-to-market with technology helps everyone in the supply chain capture demand, and that makes us all more successful. It’s good business and it creates a win-win. For three years, Michael led marketing strategies and partnerships within Cisco's Distribution channel in the Americas. In that role, he was accountable for a significant increase in cooperative marketing and business development investment funds designed to grow partners that purchase exclusively through our authorized Distributors. Working in conjunction with our Distributor partners and across functions within Cisco, investments and initiatives contributed to two consecutive years of over 20% growth to eclipse $7B in annual revenues in this route-to-market. We also managed to win Sirius Decisions’ 2015 Channel Marketing Program of the Year Award for our Partner Revenue Marketing Enablement work. Comstor Director - North American Marketing March 2008 - December 2012 (4 years 10 months) Broomfield, CO In 2008, I accepted a leadership role within the marketing organization at Comstor, now a Synnex company. Leading a Distributor's marketing organization, I gained a new perspective on the channel ecosystem. Recruiting, enabling and growing technology integrator partners became my sole focus. Healthy partners selling lots of technology meant that they were buying more from us, and I became obsessed with driving win-wins with my Page 4 of 7

Partner customers. This period of time is when I truly began to learn the hard knocks of business, and what it takes to make a company successful. At this time, I developed and implemented two system platforms designed to enable resellers and create incremental revenue and margin for my company. Comstor Marketing Services delivered essential business tools to value- added resellers (VARs), while Comstor Academy delivered technical and sales training. These programs were later adopted globally by Comstor/Westcon Group. Other highlights include: • Regularly achieved incremental manufacturer funding based on business plans and projects that we designed and developed. • Relaunched the Comstor brand and web presence in 2009. Website utilization increased by 1785% from July 2009 – February 2011, we realized significant increase in brand equity realization over the same time period, and also took market share from competitors. Cisco 6 years 8 months Distribution Marketing Manager - US & Canada Channels Marketing February 2006 - February 2008 (2 years 1 month) San Jose, CA The IT Distribution Channel expands sales exponentially, allowing reach well beyond direct sales. This route to market generates over $8B in annual revenue for Cisco though U.S. and Canadian distributors alone. As distribution marketing manager, I led the strategic marketing and business development relationships with three of Cisco’s five U.S. distributors, as well as two Canadian distributors. Through the administration of the annual marketing and business development budgets, I developed go-to-market plans addressing a variety of sales segments, including small and medium-sized businesses, several private sector industries, and the federal government. Channel Programs Manager, US Channels Marketing February 2005 - February 2006 (1 year 1 month) San Jose, CA Page 5 of 7

I focused on the development and marketing of Cisco’s discount, rebate, and promotion programs for our partners and served on the Cisco Promotion Council. During this time, I also created and managed Cisco’s largest, single channel incentive program - the Cisco Partner Rewards Program. The program is still alive and well today and is considered to be a best-in-class incentive program in the industry. Marketing Program Manager, Corporate Marketing July 2001 - February 2005 (3 years 8 months) San Jose, CA My experience in event and exhibit marketing served me well in my first role at Cisco, where I owned the overall production – and success – of marketing programs in live and online seminars, as well as major trade shows. During this time, I also helped direct the development of the marketing strategy for Cisco’s financial services team, managing all event-marketing programs for that sector. I also led event marketing in Cisco’s commercial marketing organization, which included managing the “Cisco Business Solutions Workshop,” the largest event marketing program Cisco had ever executed to a channel audience. The success of the initial program led to two more iterations in the United States and the development of spin-offs of the program in Asia-Pacific and Americas International. MC2 Marketing And Public Relations Manager June 2000 - July 2001 (1 year 2 months) Saint Louis, MO Marketing and Public Relations Manager for this leading exhibit and event marketing firm. I oversaw project management of large corporate meetings and events throughout the U.S. From the creative development and sale of proposals to the operation and development of budgets, I led cross-functional teams to deliver events, exhibits, mobile environments, and executive briefing centers to our clients. Page 6 of 7

Education University of Missouri-Columbia Bachelor of Arts, Philosophy University of Oregon Philosophy Northwestern University - Kellogg School of Management Chief Marketing Officer Program · (June 2022) Page 7 of 7