David Kinsey Email & Phone Number

Tampa, Fl, Us

Armonk, New York, Ny, Us

I orchestrate the global client success, software deployment, and Enterprise License Agreements (ELA) contract sales operations across 120+ countries that account for ~80% of IBM’s security software business line.◇ Propel customer retention and revenue growth through data-driven strategies, leveraging contract-specific metrics as well as customer feedback/insights to maximize account profitability.◇ Direct global Customer Success Management (CSM) workforce of 500+ team members spanning 19 markets in Americas, Asia, and Europe to deliver optimal customer experiences and successful deployments.◇ Advance professional and technical competencies of employees throughout IBM through personalized mentorship, fostering organizational culture of positivity, empowerment, and collaboration.◇ Facilitate robust client stakeholder relationships by participating in customer-facing meetings and negotiations; strategically plan software deployments tailored to specific client needs.Select Achievements◇ Boosted security software transactional revenue by 35% within 24 months (2021-2023); employed client-centric approach to coordinate deployments, driving value within existing contracts and minimizing reversals.◇ Generated hundreds of millions in annual operating income through targeted growth initiatives that rapidly addressed portfolio roadmap gaps for Data Security Protection, Threat Management, and Customer Identity & Access Management (CIAM) SaaS product offerings.◇ Significantly reduced churn by 18% while increasing customer health scores as well as adoption, deployment, and contract renewal rates. ◇ Expanded security software CSM workforce from 150 to 500+ since 2019; bolstered performance by implementing robust best practices, training, opportunity management tools, and entitlement usage indicators.

Armonk, New York, Ny, Us

I established and steered the full scope SaaS sales, customer success, and Go-To-Market (GTM) strategies and execution models for IBM's security software division.◇ Built, onboarded, and oversaw worldwide CSM team of 150 members to continuously elevate customer experiences and contract value through bespoke software deployment solutions. ◇ Effectively navigated M&A activities, integrating acquired CSM teams into overarching client success group by defining role responsibilities, best practices, and KPIs.◇ Managed and mentored six management-level direct reports, coaching on leadership skills to efficiently scale and train global workforce across diverse range of markets.Select Achievements◇ Propelled Annual Recurring Revenue (ARR) sixfold in 18 months while increasing extension rates by 20%; conceptualized and introduced client success strategies based on SaaS business model that ensured CSMs accurately supported client enterprise needs and capitalized on service expansion opportunities.◇ Created holistic foundation for scalable client success operations after implementing essential tools and standards encompassing CER forecasting, Gainsight, client health indexes, journey maps/use cases, and eNurture campaigns.

Armonk, New York, Ny, Us

Senior leadership selected me as one of eight leaders to drive our overarching business transformation into the SaaS operating model to capture recurring revenue.◇ Created sales and GTM strategies for SaaS services across all IBM product lines.◇ Maximized SaaS revenue and enterprise customer adoption by diligently building and managing team of 12 senior sales leaders; mentored on newly defined standards to fortify business development operations.◇ Drove strategic alignment for SaaS and client success vision, engaging key internal stakeholders across all business units and introducing new best practices, management systems, metrics, and resource deployment tactics.Select Achievements◇ Comprehensively reduced churn while increasing ARR after championing new SaaS business model; developed IBM’s first-ever CSM role alongside new product instrumentation strategies, KPIs, incentives, tools, and forecasting.◇ Spearheaded integration of numerous multibillion/multimillion-dollar acquired SaaS companies, including Softlayer, Trusteer, and Fiberlink Communications.◇ Supported Taichung, Taiwan’s traffic flow as participant in IBM Smarter Cities Challenge (10/2015-12/2015); partnered with Taiwan President and Mayor of Taichung to develop and facilitate large-scale solutions

Armonk, New York, Ny, Us

Consistently maximizing expansive annual revenue for our enterprise customer segment, I directed a global digital/inside sales organization with 350+ Account Executives.◇ Managed large-scale P&L responsibility and oversaw full scope of sales, customer satisfaction, and service delivery.

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Armonk, New York, Ny, Us

Arlington, Tx, Us

Master'S Degree, Public Administration

Bachelor'S Degree