Territory Associate Partner

2 days ago

Mumbai, India Kyndryl Solutions Private Limited Full time

**Why Kyndryl**

Our world has never been more alive with opportunities and, at Kyndryl, we’re ready to seize them. We design, build, manage and modernize the mission-critical technology systems that the world depends on every day. Kyndryl is at the heart of progress — dedicated to helping companies and people grow strong. Our people are actively discovering, co-creating, and strengthening. We push ourselves and each other to seek better, to go further, and we carry this energy to our customers. At Kyndryl, we want you to keep growing, and we’ll provide plenty of opportunities to make that happen.

**Your Role and Responsibilities**

The Kyndryl Territory Associate Partner brings together knowledge across 3-4 industries with the credibility to build valued client relationships up to and including CxO level. This role requires expertise to oversee multiple new logos & with ability to shift focus to logos where there might be a potential opportunity arising. Critical to this role will be a deep understanding of at least three industries and a successful track record in hunting IT services sales engagements. Your focus will be to identify new fields of interest for Kyndryl services in Cloud Services, Core Enterprise & zCloud Services, Digital Workplace Services, Application, Data & AI Services, Security & Resiliency Services and Network & Edge Services.

A Territory Associate Partner (Cross Industry) is responsible in a hunter capacity for identifying, developing, and closing integrated solutions that address their client's business needs (both from an industry and business point of view).
- Target & onboard new logos and expand client portfolio in a territory
- Develop executive relationships at assigned new territory of logos
- Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
- Identify and develop opportunities for potential engagement
- Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other Kyndryl groups
- Conceptualize and execute strong “win strategy” to convert new clients/deals and grow the client portfolio
- Learn, know, and bring the “best of Kyndryl” to client (offerings, use cases, etc.)
- Collaborate with teams across Kyndryl as appropriate to close qualified leads
- Develop pursuit strategy, drive client discussions, own the end-to-end solution & support negotiations to closure
- Achieve assigned contract signings and revenue targets as a Technical Solutions Sales professional
- Hold your ground with technical conversations at the CTO / CIO / Head of IT levels
- Be the prime owner for Kyndryl proposals and commercials with a unique differentiated Kyndryl value proposition for opportunities whether RFP driven, sole source or identified through business development initiatives.
- Lead the techno-commercial-legal negotiation and drive closure of opportunities with Clients, then ensure a smooth transition to Delivery.
- Lead multiple opportunities concurrently, although typically in different sales stages.
- Close the opportunity by pricing the solution using appropriate tools and using architecture work products.
- Develop a compelling business case for the proposed solution which shows the cost case and ROI, and a well-defined scope of work (SOW / proposal) that clearly differentiates Kyndryl from competitors.
- Advise client on the delivery capability to build client confidence in Kyndryl’s unique ability to partner with the client organization to achieve desired results, minimize risk, and meet negotiated targets (milestones, SLAs, budget, etc.) while maximizing Kyndryl's revenue, profit, and client satisfaction.
- You will be expected to develop a strong understanding of Kyndryl’s sales processes, techniques, and tools over time.

**Required Technical and Professional Expertise**
- Experienced C-level IT services seller, appropriate and articulate taking care of clients at the most senior levels
- At least 7 to 9 years working experience in IT sales field with at least 5 years on experience in the BFSI space and a total experience of 12 to 15 years.
- You are expected to bring a network at C-level that you can easily approach
- A track record of sales leadership in negotiating and closing transformational services engagements
- A track record of 2 to 3 years in selling public cloud / hyperscale solutions (Azure, AWS, GCP etc)
- A track record of meeting or exceeding sales goals
- Highly organised, self-driven and able to work with mínimal supervision
- Ability to story tell and simplify the solution context and outcomes.
- Innovative and creative in solving complex problems
- Ability to collaborate and bring together a unified approach with multiple stakeholders to deliver outcomes.

**Preferred Technical and Professional Experience**
- Ability to sell in a virtual environment - given the ongoing pandemic you must be able execute meetings ef

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