Associate Director, Deal Maker- US Strategic Sales for Business, AI and Application Led Transformation

Job description

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 Director, Deal Maker – US Strategic Sales and lead the next generation of transformative deals centered on AI-driven business and application led transformation. This role is designed for a senior deal leader who thrives at the intersection of technology innovation, commercial strategy, and measurable business outcomes. Role Overview As a Deal Maker, you will lead the end-to-end development and closure of complex, multi-million-dollar strategic deals, with a strong emphasis on AI, application led modernization, and business transformation. You will shape opportunities that go beyond traditional infrastructure and managed services, focusing instead on innovative, outcome-based solutions powered by data, AI, and modern applications. 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 will partner directly with CxO-level stakeholders to understand business challenges and co-create differentiated solutions that deliver tangible value, leveraging advancements such as agentic AI, automation, and intelligent applications. Your drive for profitable, outcome-based growth will be evident as you lead complex contract negotiations, balancing commercial value with meaningful business impact for clients. You will serve as a strategic bridge between client stakeholders and cross-functional teams, ensuring alignment from opportunity shaping through deal closure while maintaining a strong focus on delivering AI-enabled business and application led modernization outcomes. A core part of your role will be shaping and owning compelling, executive-ready proposals that clearly articulate the value of AI-driven and application led transformation. You will translate complex technical solutions into concise, outcome-focused narratives, ensuring alignment across stakeholders. Your attention to detail and discipline will support strong deal governance, risk management, and performance tracking, enabling consistent execution and successful deal outcomes. Join us in redefining the market through innovative, AI-first propositions that address evolving client needs across industries. Your ability to craft differentiated, insight-led solutions tied to business outcomes will be critical to our growth. If you are passionate about shaping transformative deals, advancing enterprise AI and application modernization, and driving meaningful client impact, this is your opportunity to lead from the front and make a lasting difference. Key Responsibilities Lead Strategic Deal Development: Own deal strategy, shaping, and execution for large, complex engagements (> $10M TCV), ensuring alignment to customer business transformation goals. Drive AI-Led Transformation: Design and position solutions centered on AI, data platforms, and application modernization, translating emerging technologies into business outcomes Craft Outcome-Based Value Propositions: Build differentiated, industry-relevant propositions tied to measurable client impact (growth, efficiency, innovation), rather than infrastructure-led delivery Engage Senior Executives: Build trusted relationships with CIOs, CTOs, and business leaders, leading strategic conversations on digital and AI transformation Shape End-to-End Solutions: Collaborate across architecture, consulting, and delivery teams to create integrated solutions spanning applications, data, cloud, and AI Own Commercial Strategy: Develop pricing, risk mitigation, and deal structuring approaches that balance competitiveness and profitability Lead Proposal & Negotiation: Direct the creation of compelling proposals and lead negotiations through contract signature Champion Innovation: Bring forward emerging trends (e.g., agentic AI, automation, intelligent workflows) to differentiate Kyndryl in competitive pursuits Why This Role This is an opportunity to move beyond traditional deal-making and lead high-impact, AI-first transformation engagements that redefine how enterprises operate. You will play a critical role in positioning Kyndryl as a leader in innovation-led, outcome-driven solutions—focused on business value, not just infrastructure delivery. 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. 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. Required Skills and Experience Minimum of 7+ years of experience leading complex deal cycles and negotiations Experience leading AI-driven or digital transformation programs, including application led modernization and intelligent automation Deep expertise in complex deal shaping and sales execution, with a track record of closing large, strategic deals Strong technical and commercial acumen, particularly across business operations, AI, data, and application domains Proven ability to translate technology capabilities into business strategy and outcomes Executive presence with the ability to influence CxO-level stakeholders and cross-functional teams Strong understanding of market trends, especially in business transformation, AI, agentic systems, and enterprise application innovation Preferred Qualifications Background in technical sales, consulting, or solution architecture aligned to business operations, AI and application ecosystems Bachelor’s or advanced degree in a relevant field Compensation The compensation range for the position in the U.S. is $129,240 to $232,560 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 (San Francisco Bay Area): $155,040 to $279,120 California (All Other): $142,080 to $255,840 Colorado: $129,240 to $232,560 Massachusetts: $129,240 to $255,840 New York City: $155,040 to $279,120 Washington: $142,080 to $255,840 Washington DC: $142,080 to $255,840 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. 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.