Associate Director, Deal Maker

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
Join Kyndryl as a
Associate Director, Deal Maker/Engagement Partner
and take your career to new heights. We are seeking an exceptional individual who thrives in a fast-paced, high-stakes environment, where every deal is an opportunity to make a significant impact.

As an
Associate Director, Deal Maker/Engagement Partner
at Kyndryl, you will be at the forefront of our sales activities, leading deals from qualification to closure for complex, multi-tower multi-million deals. This is your chance to shape opportunities, paving the way for groundbreaking negotiations with top-level executives, including CxOs and closing deals. You will have the opportunity to demonstrate your expertise in determining pricing and commercial strategies, leveraging insights from our team of pricing experts.

In this role, you will be the driving force behind the success in our Core and Strategic accounts, where you will create Kyndryl's unique and compelling propositions tailored to meet market demands and customer requirements. Collaboration will be key as you work closely with internal stakeholders to gather the necessary documents and technical solutions for bid submissions. Your exceptional skills in deal crafting will be put to the test as you define winning propositions and lead the end-to-end response for complex deals.

Your passion for profitable growth will shine through as you lead contract negotiations to ensure not only the best outcome for our organization but also for your clients. You will play a crucial role with both new and existing customers, acting as a bridge between our talented teams throughout the deal process and the customer organisation.

A core part of your responsibilities will involve compiling, refining, and owning the final proposal documents, showcasing your ability to present technical content and designs in a professional and concise manner. Your keen eye for detail and commitment to excellence will be instrumental in establishing a robust reporting and governance process to monitor the success of our deals.

Key responsibilities:

• Lead the full sales cycle for large, complex opportunities and guide cross-functional pursuit teams toward a strong, competitive proposal.
• Build trusted relationships with senior client executives and advisors while shaping deal strategy, pricing, and commercial governance.
• Translate client business goals into tailored technology and services solutions that deliver measurable outcomes.

Join us in revolutionizing the industry as we standardize pitches across a diverse portfolio of industries. Your expertise in creating differentiated propositions aligned with market requirements will play a vital role in our continued growth and success. If you are ready to make a profound impact, drive transformative deals, and work alongside a team of dedicated professionals, this is the opportunity you've been waiting for. Come aboard and unleash your potential as a
Associate Director, Deal Maker/Engagement Partner
with us

Your Future at Kyndryl

Every position at Kyndryl offers a way forward to grow your career. We have opportunities that you won't find anywhere else, including hands-on experience, learning opportunities, and the chance to certify in all four major platforms. 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 Experience:
Develop Large-Scale Sales Strategies:
Create and implement strategies tailored to secure large deals and high-value clients, aligned with Kyndryl's mission to transform IT infrastructure.

Experience:
Minimum of 5 to 8 years of managerial sales experience with a focus on large-scale, multi-tower, multi-million deals.

Lead Deals from Qualification to Closure:
Lead the full process for complex deals, shaping opportunities and negotiating with senior executives including CxOs.

Language Fluency:
Fluent in Italian with conversational English.

Evaluate Sales Programs:
Assess the effectiveness of current sales programs and adjust where needed to improve outcomes.

Customer Relationship Management:
Build and maintain strong relationships with key clients and stakeholders, focusing on long-term partnerships and leveraging global capabilities.

Market Analysis:
Track market trends, competitor activity, and customer needs to identify and shape new opportunities.

Complex Sales Cycles:
Organize, manage, and forecast complex sales cycles, ensuring consistent progress and timely deal closures.

Determine Pricing and Commercial Strategies:
Define pricing and commercial approaches in partnership with pricing experts.

Create Compelling Propositions:
Develop tailored and differentiated value propositions that reflect market needs and customer requirements.

Collaborate with Internal Stakeholders:
Work closely with internal teams to gather required documents and technical inputs for bid submissions.

Lead Contract Negotiations:
Manage contract discussions to deliver strong outcomes for both the client and the organization.

Preferred Skills and Experience:
Education:
Bachelor's degree in business, marketing, or a related field.

Experience:
Eight to ten years of managerial sales experience focused on large-scale enterprise deals.

Skills:
Strong leadership, strategic planning, negotiation, and communication capabilities.

Knowledge:
Deep understanding of sales processes, market dynamics, and customer relationships.

Industry-Specific Solution Expertise:
Strong industry solution knowledge and proficiency in enterprise sales techniques.

Bid Activities and Deals:
Demonstrated success in planning and delivering complex bid activities.

Customer Negotiations:
More than ten years leading high-level customer negotiations.

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.