Sales Engineer

Seth Spiel

San Francisco, CA 1-408-***-**** ******@*****.*** LinkedIn

EXPERIENCE

HEAD OF PRODUCT, ASSET MANAGEMENT

KEEPTRUCKIN 2018 - Present

● Developed the product strategy for GPS tracking portfolio emphasizing dispatchers to oversee fleets of vehicles

● Strategy emphasized data network effects between fleets and freight brokerages, as well as, shippers and receivers

● Delivered roadmap with objectives (e.g. upper market adoption) and marketing themes (e.g. live tracking)

● New vision increased conversion rate by 12% in upper segments and fleet customers as freight carriers by 2%

● Shipped a tracker for trailers and construction adding $3.6M in revenue in 60 days with a win/loss ratio of 63%

● Managed project across 7 engineering and 6 operational teams from ideation to launch

● Executed first major web redesign in the company’s history affecting 40% of page views and 60% of clicks

● Resulted in 1600 new paid customers in 3 months and increased local segment conversion by 8%

● Built partnerships with tablet and mobile device management (MDM) providers to push into upper long haul

● Optimized sales process including discovery questions, value props, demo decks and methodology to improve sales velocity (from ~6 to 4.5 months) and conversion (win increase of 12% in upper segments)

● Managed team of product managers and coordinated efforts with 5 other engineering, design and data teams

● Retained two critical customers, top 10 private fleet and largest used car reseller in the country, by delivering tire pressure monitoring and resolving safety critical issues in a single quarter leading to a 3 year $450K renewal

● Delivered geofencing, the largest competitive gap, in 3 months leading to 16% win increase in upper segments

● Conducted 6 media interviews and two tech talks in a year to build brand awareness and creating 600+ leads

● Performed monthly portfolio reviews with executive leadership on progress, challenges and KPI attainment DIRECTOR OF PRODUCT AND CUSTOMER SUCCESS

NOA TECHNOLOGIES 2016 - 2018

● Developed a SaaS bicycle fleet management product used by Google, Apple, Facebook, LinkedIn and more

● Strategized and executed a pivot from consumer bike GPS to enterprise fleet management SaaS

● The pivot enabled Noa to simplify the messaging, triple the client base and add $1.4M to the revenue stream

● Focused development to mobile along key customer experiences for riders and fleet managers

● Presented strategy to streamline bicycle fleets workflows and improve efficiency with insights to board members

● Conducted customer interviews to focus on rebalancing and loss comprising 80% of operational expenditures

● Added payments to enable us targeting a larger addressable market of bicycle rentals and deliver $550K in deals

● Accelerated development by cutting initiatives (e.g., scheduled maintenance) reducing sprints 3x to 2 weeks

● Created analytic dashboards of key value (e.g. recovered bikes) and usage metrics (e.g. MAU)

● Built the product function from scratch and instituted design thinking, lean and agile methodologies

● Managed a team of 9 across product, design and customer success

● Collaboratively remastered sales process with Salesforce, deal funnels, stage criteria and SPIN process

● Augmented sales to win critical deals with Google and Apple enabling the next round of funding TECHNICAL PRODUCT MANAGER

CISCO MERAKI 2012 – 2016

● Secured the largest deal in Meraki's history ($15 million) through onsite engagement and active listening

● Created the roadmap for and built consensus for the security appliance upper segment lasting 5 years

● Managed cross functional collaboration from sales, marketing, engineering and operations for new products

● Project managed 5 products from across all 3 portfolios including wireless, switching and routing in 4 years

● Contributed 60% of wireless and 20% of security appliance revenue generating ~$460 million in revenue/year

● Wireless products accounted for 40% of global active units in 2015

● Developed business partnerships with manufacturers in Taiwan and semiconductor companies in the US

● Resolved critical wireless failure in software avoiding a recall saving 1% of units which failed within 24 hours

● Mentored engineers to own program success, manage expectations and methodically resolve issues

● Filed 10 utility patents in one year, expanding Meraki’s defensibility across cloud computing and SaaS AVIONICS ENGINEER

SPACEX 2009 – 2011

● Developed the autonomous docking system for the Dragon capsule and International Space Station

● Lead engineer for the pyrotechnic detonators for stage separation and parachute deploy

● Delivered multiple safety critical systems for navigation and operation for Falcon 9 and Dragon EDUCATION

BS Computer Science and Electrical Engineering, Cornell University, Ithaca, NY AWARDS

Top 5% Performance Award March 2019 - For delivering the company’s most requested feature in 3 months Global Service Provider Barbarian Oct 2015 – For enabling the largest customer deal in company history Make Innovation Happen Feb '15 – For authoring several strategic patents to defend critical technologies at Cisco Meraki Outstanding Employee Award Aug '14 – For achieving within the top 5% performance grade at Cisco Meraki The “Being Awesome Award” Jul '14 – For overcoming multidisciplinary challenges in delivering critical products Y – Combinator Most Marketable Product Feb ‘13 – For hacking and demonstrating a novel product at their 1st hackathon Cisco Achievement Program (CAP) Award Oct ’08 – For outstanding achievement and contribution to Cisco

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