Associate Partner

**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**
- Manage a sub-segment (e.g., Geographies, Business Units, Services) within a Core or Strategic account, or manage a set of Portfolio accounts
- Responsible for client management, growth & profitability of targeted account(s)
- Own relationships with client senior IT managers & leaders of IT buying groups within the account(s)
- Responsible for identification & qualification of growth opportunities through consultative selling & driving operational excellence within the account(s)
- Support Managing/Sr. Partner in ensuring operational excellence. Drive account growth with focus on renewals and selling new offerings
- Conceptualize and execute strong “win strategy” to convert new scope deals for targeted account(s)
- Execute sales opportunity to grow the base of the contract & drive renewals; increase revenue by utilizing Kyndryl's strategic initiatives to bring value to the client
- Develop negotiation strategy & negotiate contract/agreement; participate in win/loss review
- Support Managing/Sr. Partner in driving overall account strategy & growth agenda in Core accounts
- For Current Role : Mostly BFSI Account Management and Revenue Generation by selling our current portfolio of services.
- (example : Talk to clients like Canara Bank, SBI and all leading banks in southern region)
- Own relationships with senior IT managers & operational leaders for the account(s)
- Forge long term strategic relationships with key clients for profitable revenue
- Manage day to day client interactions; ensure client satisfaction at each step during the pre-sales process
- Set up processes & agenda for driving operational excellence & contract execution
- Develop robust account governance plan with inputs from Managing/Sr. Partner & regional leadership; determine review cadence & KPIs to be monitored with Delivery Team
- Track CSAT (Client Satisfaction) for targeted account(s); drive targeted initiatives to improve the same
- Ensure process excellence in all sales enablement functions; track performance of team against well defined metrics
- Drive team building activities; work to create a positive, productive & a stable working environment
- Own operating margins improvement of existing business and generate profitable growth
- Perform root cause identification for non-performing account(s)/deviation of sold v/s actual margin
- Orchestrate margin improvement with Delivery team of targeted account(s) through diligent tracking of key cost metrics and strategic initiatives rollout
- Leverage Managing/Sr. Partner and regional leadership, shared services and support teams for identifying areas of improvement

**Required Technical and Professional Expertise**
- Invoiced revenue ($XM)
- Signings/order intake
- Unplanned erosion %
- EBIT/Gross Profit/Pre-tax income & Days Sales Outstanding
- Client satisfaction (CSAT) & Employee satisfaction
- Audit readiness, security & compliance metrics
- % Billability (Requirement)

**Preferred Technical and Professional Experience**
- Win rate/Close rate
- % Variance in rev. & profit (forecasted Vs. actual)
- % New Scope signings
- Cost overruns-Negative margin accounts (No., Revenue, Gross Margin)
- Lead & Account mortality rate
- No. of solutions released

**Required Education**

Bachelor's Degree

**Preferred Education**

Master's Degree

Kyndryl is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. Kyndryl is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

**Other things to know**

**Primary Job Category**

Consultant

**Role (Job Role)**

Associate Partner

**Employment Type**

Full-Time

**Contract Type**

Regular

**Position Type**

Early Professional

**Travel Required**

No Travel

**Company**

(Y030) Kyndryl Solutions Private Limited

**Is this role a commissionable / sales incentive based position**

No