Who We Are
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
Role Purpose:
As a key player in our organization, you will embark on an exciting journey where you get to work closely with customers, understand their unique challenges, and provide them with value-for-money technical solutions, operating models and services.
The purpose of the role is owning the development and sales of Kyndryl capabilities and solutions from deal qualification to closure. As a techno-commercial professional, you will collaborate with customers and lead multiple discipline teams of Kyndryl practices and partners, to develop/co-create end-to-end services, complex cross practice solutions and associated cost cases for opportunities. You will typically support large and complex multi practice opportunities.
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As a technical professional with commercial knowledge, your role is to engage with customers as a trusted advisor and thought leader. The primary objective of the role is to design and propose solutions that address strategic, financial, technical, and operational requirements of customers.
Expected Outcomes
Establish trusted relationships with external and internal strategic technology stakeholders, to drive customer advocacy and provide value-for-money professional solutions. Well-qualified pipeline of opportunities to realise growth in line to targets.
Key Accountabilities:
Customer Success
- Leads the customer technology discussions, including at CTO/CIO level, for complex, multi-tower deal and provide cost models to support the pricing/commercial strategy with inputs from pricing experts.
- Provide the foundation of the Kyndryl solution that influences our sales teams, human resources, commercial, and delivery strategies for the engagement.
- Perform a Solution Lead function (design authority) for designing and developing very high quality and distinctive solutions through the evaluation of the customer's business needs.
- Lead agile virtual teams, including the customer, to develop/co-create an end-to-end services and solution architecture based on Kyndryl and its partner's technologies that support the customers' business requirements.
- Document the conceptual design based on customer requirements, including standard and customised elements, that describes proposed end-to-end solution.
- Provide leadership and act as point of guidance of the solution to project/transition teams, until solution is delivered. Lead knowledge transfer of the solution to delivery teams to enable their success.
- Perform comprehensive analysis to identify value-creating opportunities, developing compelling conclusions, and presenting key findings at the executive level.
- Good writing and presentation skills to communicate message with clarity and ease to a far larger audience.
Technical depth
- General experience in in several facets of the ICT industry including design, sales, consulting, managed services, and delivery is an advantage in the role.
- Knowledge of multiple technologies, such as Applications modernisation, Cloud, Security, Artificial Intelligence, and Network, and their application to different use cases in industries such as BFSI, Health, Transport, State and Federal Government.
- Ability to define target state conceptual architecture vision as part of solutioning based on customer requirements.
Commercial Success
- Own the definition of the services solutioned in complex, multi-tower deals, typically in core and strategic accounts.
- Create a Kyndryl differentiated technical solution in line with industry and customer requirements.
- Define a unique winning cost model for deals and lead the deals to profitability.
- Support the contract negotiations up to signature and complete engagement
hand-over. - Support Consult and Customer Partners for both new and existing customers for qualified deals.
- Must demonstrate strong commercial acumen and astute business sense.
Supporting growth and innovation
- Flexible, global deployment across Segments, responsive to growth, strategy, and market conditions.
- Applies knowledge of complex technologies to create solutions and drive innovation to differentiate Kyndryl solutions.
People
- Invest in the development of the people on the account and across Kyndryl to develop the next generation of talent.
- Engage in appropriate learning and development activities to ensure possession of the required technical subject matter knowledge.
- Take personal leadership and be accountable for personal development, as well as contributing to the development of your peers.
- Support Kyndryl in achieving its Diversity, Equity, and Inclusion goals.
- Act as a steward of the Kyndryl culture
- Contribute to knowledge management by creation of content.
Core Capabilities / Technical Skills
Technical Relationships
The role is a critical member of the Complex Solutions team in developing and maintaining collaborative technical relationships with customers. The role is designed to leverage the understanding of our customers business requirements and develop key technical relationships in order to use technology to drive growth within the customer base.
Advanced or mastery in technical management (including negotiation, commercial and business acumen) are fundamental to the position.
Solution Leadership
Technical qualification of new customer business opportunities, and shapes solutions through the application of Kyndryl services. The role works with Kyndryl bid teams to own development of solution, technical proposal, and assist with closure of opportunities.
Trusted Technical Advisor
Be recognised as a trusted advisor on key Kyndryl offerings, and actively maintains and expands that knowledge. Brings industry-relevant knowledge to customer.
Stakeholder Management
Experience in developing effective internal and external relationships to maximise opportunities which maintain strong customer advocacy.
The role is an orchestrator of the wider Kyndryl team, and actively engages subject matter expertise from Kyndryl internal groups to assist in delivering on the customer needs.
Consulting
Provide consultative services to wider Kyndryl teams to facilitate the ongoing operation and further development of solutions.
Presentation Skills
Advanced or mastery in presentation and document writing skills.
Business Acumen
Advanced or mastery business acumen, determining and integrating customer technology requirements through an understanding of commercial and business needs.
Your Future at Kyndryl:
Every position at Kyndryl offers a way forward to grow your career, from Consult Partner to Consult Senior Partner. We have opportunities in all industries and technologies that you won't find anywhere else, including hands-on experience, learning opportunities, and the chance to certify in all major hyperscalers.
One of the benefits of Kyndryl is that we work with clients in a variety of industries and markets. Whether you want to broaden your knowledge base or narrow your scope and specialize in a specific sector, you can find your opportunity here.
Who You Are
You're good at what you do and possess the required experience to prove it. However, equally as important - you have a growth mindset; keen to drive your own personal and professional development. You are customer-focused - someone who prioritizes customer success in their work. And finally, you're open and borderless - naturally inclusive in how you work with others.
Required Skills and Experiences:
- More than 15 years of relevant experience operating as a technology leader, preferably within a large organisation
- Extensive and relevant subject matter expertise across three or more technology domains (broad ICT, Networks, Security, Converged Infrastructure, Data Centre, Cloud, Service Management, Applications, selected Industry Solutions, Enterprise Applications, etc.).
- Customer focused with strong consultative skills and proven solution leadership
- Ability to articulate and present complex ideas simply and effectively
- Proven track record of developing and maintaining multi-level relationships and engagements, both within the organisation and with customers.
Preferred Skills and Experiences:
- Graduate or post graduate qualifications (or equivalent industry professional experience) in relevant field such as Business Administration, Information Technology, Engineering or Computer Science with extensive experience in outsourcing and technology and applications
- TOGAF, ITILv3/v4, Azure Fundamentals, AWS Cloud Practitioner, ServiceNow, etc.
- Other relevant certifications
Being You
Diversity is a whole lot more than what we look like or where we come from, it's how we think and who we are. We welcome people of all cultures, backgrounds, and experiences. But we're not doing it single-handily: Our Kyndryl Inclusion Networks are only one of many ways we create a workplace where all Kyndryls can find and provide support and advice. This dedication to welcoming everyone into our company means that Kyndryl gives you - and everyone next to you - the ability to bring your whole self to work, individually and collectively, and support the activation of our equitable culture. That's the Kyndryl Way.
What You Can Expect
With state-of-the-art resources and Fortune 100 clients, every day is an opportunity to innovate, build new capabilities, new relationships, new processes, and new value. Kyndryl cares about your well-being and prides itself on offering benefits that give you choice, reflect the diversity of our employees and support you and your family through the moments that matter - wherever you are in your life journey. 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. At Kyndryl, we invest heavily in you, we want you to succeed so that together, we will all succeed.
Get Referred!
If you know someone that works at Kyndryl, when asked 'How Did You Hear About Us' during the application process, select 'Employee Referral' and enter your contact's Kyndryl email address.