Speaker: Reed Farley
Reed Farley began his career as a Sales Representative with IBM. At IBM, he was named Branch Manager and District Manager. He held the position of National Sales Manager of an independent unit inside IBM that became Lexmark International, Inc. At Lexmark he held the positions of Area Manager Southwest, Director of Sales and Vice President of Sales and Marketing. Following his retirement from Lexmark, he became Sr. VP of Industry Development & Technology for the National Thoroughbred Racing Association. He has been on staff with Growth Development Associates since 2005.
Panelist: Chuck Bernstein
Chuck Berstein brings depth and breadth of experience in the enterprise and carrier markets, focusing on the areas of network visibility, cybersecurity, IoT, wireless, SaaS, optical networking and services.
At Tellabs he grew the business from $89M to $1.5B+ delivering the largest amount of revenue and profit of any sales leader in the company's history. At Net Optics he catapulted annual revenue by 35% driving the acquisition of the company by Ixia for 4x annual revenue. At TCS, he increased global market share from 16% to 22%, and delivered the highest profitability of all TCS businesses. At Westell, as a member of a new executive turnaround team tasked with extending the runway on the legacy portfolio while positioning for a critical new product launch, he delivered YoY revenue growth of $88M, and increased margins by 10%.
Be it in the startup, midsize, or large company environment, Chuck knows what it takes to succeed in the high-pressure world of consultative sales with new and existing customers, channel partners, and strategic alliances.