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
Your Future at Kyndryl
Every position at Kyndryl offers a way forward to grow your career. We have training and upskilling programs that you find anywhere else, including hands-on experience, learning opportunities, and the change to certify in all four major platforms. One of the benefits of Kyndryl is that we work with customers in a variety of industries, from banking to retain. Whether you want to broaden your knowledge base or narrow your scope and specialize in a specific sector, you can find your opportunity here.
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Key Responsibilities:
- Customer Solution Development: Responsible for the development of solutions for Kyndryl Infrastructure, Project, and Consulting services and value directly to customers.
- Client Engagement: Develops and manages customer relationships with solution decision makers and customer executives. This is a customer facing role in which 40 to 50% of the time is spent in face-to-face discussions with customers, and typically working on five to ten engagements at a time.
- Proposal Development: Owns the end-to-end solution to the customer, RISK identification/mitigation, Cost, Profit, and deliverability of the overall solution for less complex engagements. Tasks involve preparing responses to requests for proposals, understanding sales markets, and conducting competitive analysis to align with buyer needs and identify market opportunities.
- Solution Engineering and Design: Focuses on identifying business challenges, creating unique technical solutions, and designing scalable, market-ready solutions. This includes expertise in solution architecture, product roadmaps, and engineering design processes.
Kyndryl currently does not require employees to be fully vaccinated against COVID-19, however, if you are hired to work at a client, customer, or partner location, you may be required to show proof of vaccination to align with their respective COVID-19 vaccination policies. Those who believe they are eligible may apply for a medical or religious accommodation prior to the start of employment.
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.
The Technical Solutioning goals are aimed at ensuring high-quality services and solutions that meet client business and technical requirements, while also articulating the business and technical value of Kyndryl's solutions to customer stakeholders and technical decision-makers. The TSM role in Kyndryl's Cloud and ADAI (Application, Data, and AI) practice organization will be focused on developing and managing customer solutions, proposal development, solution engineering, and client engagement.
In order to fulfill all of these responsibilities, you will need to be a seasoned professional with experience in proposal development, market and competitor analysis, solution engineering, pre-sales, solution design, applying a strong business acumen, costing solutions, fostering customer success, engagement support, strategic thinking, and communicating with purpose. You should apply for this job if you are confident with the following required skills:
Proposal Development
- Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs. This may include expertise in requests for proposal, sales and product proposals, proposal writing, proposal development, and business relationship management.
Market/Competitor Analysis
- Researching and understanding sales markets, including information about industries, customers, and competitors. This may include expertise in market intelligence, competitive analysis and sales, target markets and accounts, and value propositions.
Solution Engineering
- Identifying business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit. This may include expertise in product roadmaps, solution design, design thinking, technology solutions, sales engineering, new product development, information technology consulting and technical sales.
Pre Sales
- Laying the groundwork to acquire and support customers for products and services prior to closing the sale. This may include expertise in client needs assessment, technical acumen, lead generation, cold calls, demand generation, customer acquisition management, new business development, upselling, and account planning.
Solution Design
- Creating an overall design for a solution, including project setting, direction, expectations, and implementation. This may include expertise in scalability, go-to-market strategy, functional and software design, proof of concept development, design thinking, engineering design process, solution architecture, and technical solution design.
Applies Business Acumen
- Using sound business practices and knowledge of business models to quickly understand and resolve business situations by gathering critical information, focusing on key objectives, selecting and implementing the appropriate course of action, and making necessary adjustments to ensure progress.
Customer Success Management
- Monitoring customers' interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns. This may include expertise in customer engagement, user research, feedback, and experience, surveys, and market opportunities.
Cost Model Development & Support
- Leads in development of different costing methodologies, developing globally consistent cost models and creating or updating supporting documentation associated with each cost model.
- Interlock with Service Offering Management teams and Offering Owners on service definitions, cost drivers, labor rations and other cost model factors.
- Create and manage resource Rate Tables.
- Develop and deliver Costing tool training and support for various user communities and engagement teams.
- Participate in the standard global cost model tools and templates development and deployment plan.
Engagement Support
- Assist deal teams when customizing standard solutions.
- Support for issues on deal Technical Team Review.
- Provide advice and assistance for cost model issues.
- Structure, content, usage, cost case tool help, documentation questions.
- Provide guidance and recommendations regarding the competitiveness of solutions.
- Cost Take-out reviews, cost challenges, and cost splitting for financial processes.
- Revenue recognition code assignment and other tagging assistance.
Establishes Direction & Shared Purpose
- Creates, communicates, and models future directions and vision, provides clear direction and goals in service of the future vision, and inspires and motivates others to share in that purpose.
Thinks Strategically
- Applies organizational acumen to identify and maintain focus on key success factors for the organization.
The compensation range for the position in the U.S. is $151,560 to $272,760 based on a full-time schedule. Your actual compensation may vary depending on your geography, job-related skills and experience. For part time roles, the compensation will be adjusted appropriately. The pay or salary range will not be below any applicable state, city or local minimum wage requirement.
There is a different applicable compensation range for the following work locations:
California: $166,680 to $327,240
Colorado: $151,560 to $272,760
New York City: $181,800 to $327,240
Washington: $166,680 to $300,120
Washington DC: $166,680 to $300,120
This position will be eligible for Kyndryl's discretionary annual bonus program, based on performance and subject to the terms of Kyndryl's applicable plans. You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off. Note: If this is a sales commission eligible role, you will be eligible to participate in a sales commission plan in lieu of the annual discretionary bonus program. Applications will be accepted on a rolling basis.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
Know Your Rights: Workplace Discrimination is Illegal
Pay Transparency Nondiscrimination Provision
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.