Massachusetts Institute of Technology

Meade

California State University - East Bay

Sales Engineer at Navis

• Leading and Managing Technical Sales People (Sales Engineers, Solution Architects) 
• Actively monitors, identifies and addresses presales capability gaps within area-of-control; anticipates new skill requirements from changing industry or market indicators. This includes addressing capability gaps for new product lines which may be added to area-of-control via organic or inorganic growth. 
• Personally develops employee performance to ensure individual and group excellence. 
• Nurtures and advances the talent required to maintain the company's sales force excellence within area-of control through salary planning, career planning, and succession planning. 
• Actively drives industry-leading practices for presales and the development of an efficient, responsive, highly motivated technical sales workforce including presentations, response templates, tender responses, and demos; Defines and drives Regional presales strategies and standards to optimize performance. 
• Actively collaborates with peers to address cross-regional technical sales coverage gaps and leverage technical expertise where warranted to win opportunities for the company. Continuously assesses sales pipelines in area of control to ensure appropriate and timely utilization of presales support. 
• Actively supports the building of a strong account presence and executive relationships to advance the business partnering and account penetration goals of company sales. 
• Focus on strategic direction - articulates the company's technology vision and direction directly to customers in support of key account sales or complex deals. 
• Ensures alignment between the company's business strategies/capabilities and the customer's objectives.

Kaleris

Global Director of Sales, Solution Architecture

The role is to assist in success of commercial goals in support of the Chief Revenue Officer.

• Serves as a liaison between the CRO and other departments within the organization ensuring alignment of goals and objectives. Leads cross functional initiatives as directed by the CRO. 
• Analyzes market trends and provides insights to inform strategic decision making. Stays up-to-date on industry trends, technologies, and best practices to inform strategy development. 
• Lead competitive analysis and provides insights to the marketing, product, and broader organization to inform product positioning and strategy development. 
• Fosters a culture of collaboration, accountability, and continuous improvement within the team and across the organization. 
• Consults with marketing, worldwide peers to ensure effective deployment of technical sales expertise. Critically reviews cross-regional or cross- area support requests and proposes coverage strategies that balance cost-efficiency with responsiveness to business needs. This includes working with marketing on demand-generating activities such as tradeshows and webinars.  
• Works with sales leaders and marketing team to devise effective targeting strategies for the SDR team. 
• Demonstrates comfort with IT and/or industry, solution, product, service knowledge -- easily integrates/applies these perspectives to solving business needs. 
• Actively builds executive and technical relationships in key accounts to establish the company's technical credibility, understand the customer's business challenges, and advance the company's account presence or penetration. 
• Supports corporate onboarding and training needs for the commercial team.

Chief of Staff

• Manage a team of SEs
• Develop go to market strategies for Navis products
• Regional product expert for automation, technical architecture, cyber security, data privacy
• Design and review demos for the Navis product suite
• Thought leadership: give presentations and technical talks at Industry events focused on terminal operations and logistics

Navis

Director Sales Engineering

• Manage a team of SEs to scale from selling 1 product to over 20 in the portfolio
• Develop go to market strategies for Navis products
• Regional product expert for automation, technical architecture, cyber security, data privacy
• Design and maintain demo environments for the Navis product suite
• Thought leadership: give presentations and technical talks at Industry events focused on container terminal automation and retrofit

Senior Sales Engineer

•	Provide technical guidance for Navis product engineering, internal and external stakeholders management, develop and execute technical, UX, and product strategies
•	Manage 6-20 engineers (Java, C++, Javascript) spanning Oakland, CA, Austin, TX, and Chennai, India with focus on performance/scalability/reliability, NP-hard complexity optimization, and UX/UI; hired and built teams in Austin, TX and Chennai, India
•	University recruiting lead developed engineering recruiting programs for Cal Berkeley, CalPoly, UT Austin, and CMU
•	Technical assessments and due diligence for M&A
•	Thought leadership: give presentations and technical talks to products engineering, university students, the public, and customers at events such as NavisWorld, managed and provided content for two blog series on the Navis Collaboration Center: Software Architecture emphasizing performance and scalability, and UX/UI strategy 
•	Negotiate and manage software vendor contracts

Senior Software Development Manager

•	Specified roadmap, product requirements, business cases, release content, and milestones for features related to marine terminal automation, optimization, and equipment control
•	Outbound communication in support of marketing, sales, support, and services through workshops, training sessions, blog posts, and other interactions online with our customers on the Navis Collaboration Center, manage and provide content for Navis’ most viewed blog series ECN4 Corner, tutorials on how to write/test code customizations, on the Navis Collaboration Center, give presentations and technical talks to customers and at NavisWorld

Product Manager

•	Developed a terminal operating system for eight major release cycles supporting manual and automated vehicles, including North America’s first automated marine terminal in Norfolk, VA 
•	Developed and maintained a Java application (ECN4) for modeling and tracking equipment as part of the N4 Java/C++ platform - full stack development with HTML/CSS/XSL/JS web front end 
•	Developed and maintained SPARCS, a C++ based client/server real time planning and control solution for marine terminals, to support data production/consumption, scheduling, and NP-hard optimization
•	Managed on-site deployments and post-deploy customer support

Senior Software Engineer

•	Developed a distributed network analysis platform for five C/C++ product release cycles
•	Developed features involving XScale embedded devices, reporting and graphic suites on RHEL, reporting service using MySQL, and server/client Windows COM/ATL/MFC applications

Meena Shah