Director, Alliances Deal Maker - OEM Lead

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 We are looking for a seasoned Leader to drive the direct resell of ISVs and OEMs (Original Equipment Manufacturer). This role is critical in meeting the overall multi – hundred million dollar target the US geo has for resale of third-party equipment. The successful candidate will be accountable for identifying revenue opportunities, structuring profitable deals, and enabling cross-functional teams to optimize growth in this area. Key Responsibilities Partnership & OEM Strategy: Develop and lead the execution of a comprehensive ISV and OEM partnership strategy that aligns with the firm’s OEM resale growth targets. Identify and prioritize the partners that have the highest impact . Commercialization & Revenue Realization: Take end-to-end ownership of the commercialization lifecycle, from opportunity identification to deal structuring and execution. Ensure that the deal structure : Differentiate s Kyndryl as a reseller ( leveraging deal registration / ease of procurement / favorable pricing) Navigate s Kyndryl internal systems to ensure GvN and separability criteria to maximize in period revenue and profit Cross-Service Line Revenue Enablement: Collaborate with consulting, technology, sales, and delivery teams to identify and close new opportunities . Drive adoption and scale through coordinated go-to-market initiatives. Executive Relationship Management & Negotiations: Build trusted partnerships with senior executives and commercial leaders both internally and at partner organizations. Lead complex negotiations around commercial terms, re selling agreements, and alliance contracts. Market Intelligence & Growth Opportunities: Monitor industry trends, competitive landscape, and emerging technologies within ISV and OEM ecosystems to proactively innovate partnership models and commercial approaches. Performance Monitoring & Reporting: Define and track key revenue and performance metrics for ISV and OEM partnerships. Deliver actionable insights and regular updates to executive leadership, demonstrating clear business impact and ROI. Collaboration with Alliance Leaders : Ensure close collaboration with Alliance Leaders to ensure that resale is a component of the overall Governance and growth plan with the partner. 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 10+ years of experience in strategic partnerships, alliance management, or business development, ideally in consulting or technology services environments. Proven expertise managing ISV and OEM partnerships with a strong focus on commercialization and revenue delivery. Deep knowledge of software ecosystems, SaaS, OEM integration strategies, and commercial business models. Strong financial acumen with demonstrable experience structuring and negotiating resale commercial agreements Strong understanding of Kyndryl internal systems, particularly around procurement and finance functions. Exceptional stakeholder management skills and ability to influence across diverse teams and senior leadership layers. Entrepreneurial mindset with a results-driven approach to identifying and capturing revenue opportunities. Excellent communicator with outstanding negotiation, presentation, and interpersonal skills. Preferred Skills and Experience Bachelor’s degree or Master’s degree Sales experience in technical solutions Compensation The compensation range for the position in the U.S. is $161,520 to $290,760 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 (San Francisco Bay Area): $193,920 to $348,840 California (All Other): $177,720 to $319,800 Colorado: $161,520 to $290,760 Massachusetts: $161,520 to $319,800 New York City: $193,920 to $348,840 Washington: $177,720 to $319,800 Washington DC: $177,720 to $319,800 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.