At smartmicro, we believe the best way to understand our mission is through the people who drive it forward. In this interview, we’re excited to introduce Nathan Smith, our Technical Sales Manager for the Southeast US, whose journey through the Intelligent Transportation Systems (ITS) industry is full of hands-on experience, curiosity, and a clear passion for smarter mobility.
Can you tell us a bit about your professional background and what brought you to smartmicro?
I was somewhat indoctrinated into transportation engineering at a young age. My father started working for Nashville Department of Transportation (NDOT) when I was only 6 years old, and I remember his office being filled with interesting plan sets he would occasionally show me. I remember at that time, video detection was the new non-intrusive detection technology, but it was not accurate, and the images were often distorted with the older video detection systems. Loops became the standard for a long time, until radar was introduced to NDOT.
I started my professional career in factory automation working as a maintenance technician for a large logistics company in Nashville at night and going to Nashville State Community College during the day. One night I was doing preventative maintenance on a smart sortation system, using an array of lasers to accurately measure the dimensions of each box and read the barcodes of them to identify which chute to send them down. The manufacturer of the smart sortation system was hiring at that time, so soon after graduation I took a job there.
My role was a field service technician, and I traveled across North America from warehouse to warehouse doing new installations, servicing existing sites, and training clients. I soon realized that factory automation was not my calling—I wanted to work outside and on intelligent transportation systems. From factory automation, I went to work for a traffic signal contractor in Nashville called Stansell Electric Company. Stansell had various contracts in middle Tennessee and was working on several new builds, cabinet retrofits, detection upgrades, and lighting projects. I found myself working as a jack of all trades on all of those projects.
Soon I became involved with the loop crew. My primary role was to ensure that loops were measured and installed accurately. From Stansell Electric, I moved to a company who manufactures radar detection in the US as a field service technician. I supported customers in the Tennessee and Alabama region both on site and remotely. I soon became a hybrid technician and salesperson as I was cold calling and leveraging the clients I was working with on a day-to-day basis. My team worked well together and had a strong year, but I wanted a title change to Technical Sales Manager and it never came to fruition.
From there, Mike Kline hired me as a Regional Sales Manager primarily selling and supporting battery backup, cabinet, and illuminated street name sign business in the Midwest. That opportunity allowed me to not only gain valuable experience under Mike’s strong leadership, but also ultimately led me to smartmicro as the Southeast Technical Sales Manager covering TN/AL/GA — and him to smartmicro with his own company, Chartrock, as a distributor.
How did you find out about smartmicro, and what motivated you to join the team?
smartmicro had been a competitor in the past, and the technology was intriguing to me as a technician. I had heard about the great success of the Hilton Head project and wanted to be involved in the next generation of radar detection. As my time was counting down with the competition, I was afforded the opportunity to leave and work out my non-compete elsewhere. When smartmicro hired my previous colleague, Mike Rose, the opportunity presented itself to partner with smartmicro.
What are your main goals or ambitions in your current role?
Through smartmicro’s shift in path-to-market strategy, I am now involved in direct customer sales and support. What excites me most about the opportunity is advancing the latest technologies from smartmicro in the market and enlightening my previous and new connections with that technology.
My primary goals are to provide the market directly with premier customer support and a product that works for the customers’ applications.
What excites you most about working in the Intelligent Transportation Systems (ITS) industry?
ITS has always been an industry I am passionate about. As technology evolves, so does ITS. smartmicro is leading the way in innovation and provides the market solutions for their unique needs, thus is the ideal partner for entities looking to enhance mobility with safer and smarter future-proof solutions.
What are some of the biggest challenges you’ve faced in your role so far, and how have you approached them?
I think some of the biggest challenges is keeping up with the innovation. As smartmicro continues to innovate, the message will continue to evolve to the marketplace.
How do you like to balance work and life, especially working in such a fast-paced tech environment?
I have a great support system at home. My wife of three years works from home as a financial analyst for a large medical researcher and is able to manage home while I am busy. It is not easy for her though—we have a beautiful two-year-old daughter who can be a handful! Luckily for us, both of our parents are close by and willing to lend a hand when we need it.
What skills or qualities do you find most valuable in your day-to-day work at smartmicro?
I am especially grateful for the experience gained as a traffic signal technician. I have a certification from the International Municipal Signal Association (IMSA) for Traffic Signal Technician II, which has allowed me to get hands-on in traffic cabinets. Additionally, I love face-to-face interactions, and welcome in-person support/training sessions.
Are there any projects or goals you’re particularly passionate about right now?
I am treating the territory as undeveloped territory right now. My primary goal now is to spread the word about smartmicro’s solution for an opportunity to be used in upcoming projects. As I hear about past installations, I am offering customers support and training for those as another touchpoint for future opportunity.
Outside of work, do you have any hobbies or interests that help you recharge?
Outside of work, I enjoy most spending time with my young family. My wife and I were married in October 2022 and have a two-year-old daughter we love to spoil and go on fun adventures with. Additionally, I enjoy riding my Harley Davidson motorcycle with my father and father-in-law who also ride their own motorcycles. Together, we travel to some neat places!
What advice would you give to someone starting their career in the ITS sector?
Take notes! As someone who has worked in the ITS sector for a while, I have seen the technicians who engage and ask questions excel, while the others who don’t pay attention often times struggle. ITS is an industry that has moved so fast primarily due to technology’s fast-paced advancement.
How do you see the future of ITS evolving in the US market?
I think ITS evolving will come in two stages — updating older legacy infrastructure and installing new infrastructure as cities continue to grow rapidly here in the US, specifically in the Southeast. Traffic engineers have developed solutions for now, but smartmicro will be a valuable partner for smarter solutions now, and for tomorrow’s needs.
Is there a message you’d like to share with your smartmicro colleagues or partners?
Thank you for the opportunity! As the market evolves, I have seen firsthand that smartmicro has a sense of urgency to evolve with the market. Buckle up for the ride!
Thank you, Nathan, for taking the time to share your journey and insights with us — we’re excited to have you on board and look forward to everything you’ll bring to the Southeast region and beyond!