Summary
Overview
Work History
Education
Skills
Additional Information
Tools And Certifications
Timeline
Generic

Scott White

North Grafton,MA

Summary

Accomplished senior leader with over 20 years of success in Customer Success, Account Management, and Client Engagement across Fortune 1000 companies. Proven track record of driving revenue growth, maximizing customer retention, and leading high-performing teams in the SaaS space. Adept at aligning business strategies with customer needs, implementing data-driven initiatives, and optimizing customer outcomes. Strong ability to foster long-term relationships and introduce innovative solutions to reduce churn and increase product adoption.

Overview

32
32
years of professional experience

Work History

Vice President, Account Management

HireRight
01.2018 - Current
  • Company Overview: A leading global provider of workforce solutions.
  • Lead the Account Management and Customer Success functions, overseeing a team of 74 professionals. Key achievements include:
  • Spearheaded strategies that increased customer retention, resulting in significant revenue growth and higher product adoption across Fortune 1000 clients.
  • Developed tailored client onboarding strategies, reducing time-to-value and increasing product utilization, resulting in improved customer satisfaction.
  • Partnered with Product and Sales teams, aligning customer feedback to product roadmaps, improving client satisfaction, and driving innovation.
  • Introduced a high-touch engagement model, reducing churn by 5% and increasing upsell opportunities by 15%.
  • Launched a quarterly business review program and implemented an early-warning risk system, proactively addressing at-risk customers and mitigating churn.
  • A leading global provider of workforce solutions.

Senior Director, Account Management

HireRight
01.2015 - 01.2018
  • Company Overview: A leading global provider of workforce solutions.
  • Led three specialized teams in customer retention, growth, and strategic account management. Key contributions include:
  • Developed a structured onboarding program, improving customer adoption by 20% and significantly shortening time-to-value for new clients.
  • Designed and executed customer success strategies that drove a 10% increase in renewals and a 25% rise in CLTV.
  • A leading global provider of workforce solutions.

Director, Account Management

HireRight
01.2015 - 12.2015
  • Company Overview: A leading global provider of workforce solutions.
  • Focused on driving upsell and retention strategies across key accounts, generating $38M in additional revenue. Key contributions:
  • Led cross-functional teams to customize solutions, ensuring that client goals were met and exceeded.
  • Provided leadership and coaching, strengthening the team's ability to build trusted advisor relationships with clients.
  • A leading global provider of workforce solutions.

Sales Director

Thomson Reuters
01.1993 - 12.2015
  • Led global sales initiatives and secured high-profile deals, including two of the largest deals during a market downturn.
  • Exceeded sales goals through effective time management and resource allocations.
  • Managed a team of customer success professionals, improving client relationships, retention, and product utilization across multinational accounts.
  • Trained and mentored teams, resulting in significant improvements in customer engagement and revenue generation.

Senior Account Manager / Account Manager

Thomson Reuters (Lipper Inc.)
01.1993 - 12.2015
  • Company Overview: A global leader in financial data and analytics.
  • Focused on client retention and relationship management. Key achievements:
  • Increased retention rates to 97%, driving customer success through proactive relationship management.
  • Reduced bad debt from $6M to $3M by enhancing client communication and streamlining onboarding processes.
  • Launched a customer success program that increased cross-selling and upselling efforts, generating additional revenue.
  • A global leader in financial data and analytics.

Education

Bachelor of Science - Business Administration

Boston University
Boston, MA

Skills

  • Customer Success Leadership
  • Revenue Growth & Forecasting
  • Client Onboarding & Retention
  • Data-Driven Insights & Strategy
  • Cross-Functional Team Leadership
  • Churn Prevention & Risk Management
  • Client Relationship Management
  • Upselling & Cross-Selling

Additional Information

Available for relocation or travel

Tools And Certifications

Salesforce

Timeline

Vice President, Account Management

HireRight
01.2018 - Current

Senior Director, Account Management

HireRight
01.2015 - 01.2018

Director, Account Management

HireRight
01.2015 - 12.2015

Sales Director

Thomson Reuters
01.1993 - 12.2015

Senior Account Manager / Account Manager

Thomson Reuters (Lipper Inc.)
01.1993 - 12.2015

Bachelor of Science - Business Administration

Boston University

Similar Profiles

CREATE PROFILE