Territory 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**
- 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

**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 8+ years of total working experience in IT sales field.
- 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.
- Ability to sell in a virtual environment - given the ongoing pandemic you must be able execute meetings effectively while working remotely via tooling such as Teams, WebEx etc.
- You understand cross-industry and day-to-day concerns experienced by CxOs in running complex IT infrastructure environments together with an ability to position the unique value of our services to address these concerns
- Ability to develop and maintain comprehensive technical sales knowledge in cloud (services) solutions, along with financial and selling skills
- Personal drive, tenacity and energy and results oriented
- Strong communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations - comfortable in presenting to both small and large audiences
- Excellent written and oral communication skills.
- Sales forecasting and deals / closure assessment traits and be a believer in CRM hygiene
- Maintain relationship with OEMs like Lenovo, Nutanix, Cisco, Juniper, F5, VMWare, ServiceNow, IBM, SAP, Citrix, Checkpoint, Fortinet, Cloud Service Providers etc

**Preferred Technical and Professional Experience**
- A solid grasp of private / hybrid / public clouds and legacy IT infrastructures
- Highly familiar with public and private cloud technologies (e.g., AWS, Azure, GCP, VMWare etc), preferably based on certifications and based on some hands-on experience
- Able to maintain in-depth knowledge of competition's offerings and strategies
- Lead the development of integrated solutions including terms and conditions to create a final customer proposal
- Anticipate complex problems relating to our offerings and