Director, Technical Solutioning

Kyndryl•New York, NY

6d•$159,240 - $286,560

About The Position

At Kyndryl, we design, build, manage and modernize the mission-critical technology systems that the world depends on every day. So why work at Kyndryl? We are always moving forward – always pushing ourselves to go further in our efforts to build a more equitable, inclusive world for our employees, our customers and our communities. The Role Responsible for the development of complex integrated solutions for Kyndryl public and private cloud, applications, data & ai, infrastructure, projects, and consulting services and value directly to customers. Develops and manages customer relationships with solution decision makers in the Infrastructure and Customer Line of Business organizations. The TSM owns the end-to-end solution to the customer, RISK identification/mitigation, cost, profit, and deliverability of the overall solution for our most complex engagements. This is a customer facing role in which 50 to 70% of the time is spent in face-to-face discussions with customers and typically working on one to three engagements at a time and developing relationships with customer decision makers by leading customer technology discussions, up to and including CTO/CIO level Kyndryl currently does not require employees to be fully vaccinated against COVID-19, however, if you are hired to work at a client, customer, or partner location, you may be required to show proof of vaccination to align with their respective COVID-19 vaccination policies. Those who believe they are eligible may apply for a medical or religious accommodation prior to the start of employment. Who You Are Job Description: Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs. This may include expertise in requests for proposal, sales and product proposals, proposal writing, proposal development, and business relationship management Researching and understanding sales markets, including information about industries, customers, and competitors. This may include expertise in market intelligence, competitive analysis and sales, target markets and accounts, and value propositions Identifying customers business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit. This may include expertise in product roadmaps, solution design, design thinking, technology solutions, sales engineering, new product development, information technology consulting and technical sales Laying the groundwork to acquire and support customers for products and services prior to closing the sale. This may include expertise in client needs assessment, technical acumen, lead generation, cold calls, demand generation, customer acquisition management, new business development, upselling, and account planning Creating an overall design for a solution, including project setting, direction, expectations, and implementation. This may include expertise in scalability, go-to-market strategy, functional and software design, proof of concept development, design thinking, engineering design process, solution architecture, and technical solution design Using sound business practices and knowledge of business models to quickly understand and resolve business situations by gathering critical information, focusing on key objectives, selecting and implementing the appropriate course of action, and making necessary adjustments to ensure progress Collaborating with colleagues on the shaping, refining, and effective articulation of financial models. Monitoring customers’ interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns. This may include expertise in customer engagement, user research, feedback, and experience, surveys, and market opportunities Leads in development of different costing methodologies, developing globally consistent cost models and creating or updating supporting documentation associated with each cost model Interlock with service offering management teams and offering owners on service definitions, cost drivers, labor rations and other cost model factors. Support the contract negotiations up to signature and complete engagement hand-over

Requirements

Strong technology skills coupled with business-commercial acumen, including concept evangelizing ability, demonstrated over 20 years of experience.
Strong market connections including up to CxO level
Ability to lead and create large complex deals, through proactive leadership
Deep understanding of technology and business trends, including infrastructure, public and private cloud offerings, applications, automation, and agentic AI and the ability to align them with Kyndryl offerings
Ability to work internally with the internal stakeholders and externally with client ecosystem to create and close large, complex deals, > 10 Mn $ TCV
Exceptional communication abilities to be able to articulate solutions and differentiation

Responsibilities

Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs.
Researching and understanding sales markets, including information about industries, customers, and competitors.
Identifying customers business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit.
Laying the groundwork to acquire and support customers for products and services prior to closing the sale.
Creating an overall design for a solution, including project setting, direction, expectations, and implementation.
Using sound business practices and knowledge of business models to quickly understand and resolve business situations
Collaborating with colleagues on the shaping, refining, and effective articulation of financial models.
Monitoring customers’ interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns.
Leads in development of different costing methodologies, developing globally consistent cost models and creating or updating supporting documentation associated with each cost model
Interlock with service offering management teams and offering owners on service definitions, cost drivers, labor rations and other cost model factors.
Support the contract negotiations up to signature and complete engagement hand-over

Benefits

You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off.
Our employee learning programs give you access to the best learning in the industry to receive certifications, including Microsoft, Google, Amazon, Skillsoft, and many more.
Through our company-wide volunteering and giving platform, you can donate, start fundraisers, volunteer, and search over 2 million non-profit organizations.

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