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**
- The Kyndryl Associate PartnerBusiness Development brings together deep industry solution knowledge with the
- credibility and seniority to build valued client relationships up to and including CxO level. This relationship
- client for a minimum of 2 years, even if the initial opportunity falls through or is smaller than expected. Seen as
- a leader within Kyndryl, they will contribute to the shaping of the organisation culture post-split and participate
- in Kyndryl vertical IP development. Critical to this role will be
- a deep understanding of at least one industry and a successful track record in hunting large IT services sales
- engagements.
- A high caliber individual is sought to cover the breadth of responsibility outlined below.

**Required Technical and Professional Expertise**

Target & onboard new logos and expand client portfolio in 1-2 focus industrie
- Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
- Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement
- with focus on shaping complex, multi-tower deals
- 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; support Deal Maker & Specialty Seller in closing qualified
- leads
- Develop pursuit strategy with Deal Maker or Specialty Seller (depending on deal complexity)
- On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure
- Drive client growth by developing extensive executive & senior management relationships in client organizations
- Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion
- materials
- Understand client requirement & act as primary client contact for all escalations. Lead mortality rate
- Win rate/Close rate
- % Variance in rev. & profit (forecasted Vs. actual)
- Cost overruns-Negative margin accounts (No.,
- Revenue, GM)
- Lead & Account mortality rate
- No. of Solutions released

**Preferred Technical and Professional Experience**

Experience in Managing clients at CXO level, Leading Large Managed Projects across Infra and Hybrid Cloud technologies, Direct Sales Experience, Good Communication & Negotiation Skills, Proficient in managing Account Financials

Preferred Professional and Technical Expertise:
Target & onboard new logos and expand client portfolio in 1-2 focus industries
- Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
- Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement

with focus on shaping complex, multi-tower deals
- 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; support Deal Maker & Specialty Seller in closing qualified

leads
- Develop pursuit strategy with Deal Maker or Specialty Seller (depending on deal complexity)
- On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure

Drive client growth by developing extensive executive & senior management relationships in client organizations
- Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion

materials
- Understand client requirement & act as primary client contact for all escalations. Lead mortality rate
- Win rate/Close rate
- % Variance in rev. & profit (forecasted Vs. actual)
- Cost overruns-Negative margin accounts (No.,

Revenue, GM)
- Lead & Account mortality rate
- No. of Solutions released

**Required Education**

Bachelor's Degree

**Preferred Education**

Master's Degree

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