Director, US Hyperscaler Marketplace Business Development

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 us as an Director, US Hyperscaler Marketplace Business Development and become an integral part of Kyndryl’s growth story. At Kyndryl, we are seeking a dedicated and results-driven professional to join our team. In this role, you will be at the forefront of driving growth, revenue, and customer adoption through innovative partnerships and collaborative initiatives. Here, you’ll have the opportunity to work on cutting-edge projects that will challenge and inspire you. Plus, you’ll be part of a culture that values growth, collaboration, and the pursuit of excellence.

What You’ll Do:

As an Director, US Hyperscaler Marketplace Business Development, your primary responsibility will be building a Hyperscaler Marketplace-related pipeline, tactically focused on achieving revenue targets and growing Kyndryl's incremental services signings target for the US market. You will:

• Collaborate with Hyperscaler Leaders to develop joint strategic Co-sell Points of View with KD Industry and Practices, creating and enhancing unique propositions to enable the market to sell service-enabled business with SaaS products.
• Lead first-level hyperscaler technical conversations on opportunities, bringing “Art of the Possible” discussions to amplify cross-selling Kyndryl’s capabilities to solve customer business problems.
• Showcase a sales-first mindset with strategic thinking, integrating Kyndryl Consult and Managed Services with ISV capabilities to introduce new ISV SaaS with KD services on AWS CPPO or other hyperscaler marketplaces directly to customers.
• Work with account teams to progress deals from identified pipeline to deal closure, ensuring the right marketplace resources are included and aligned, and Kyndryl sellers are engaged.
• Ensure CRM & forecasting data related to Hyperscaler Marketplaces are updated and provide insights where applicable, working with Hyperscaler Market Focals and teams.
• Manage hyperscaler deal registration and updates per opportunity with the Partner Sales Support team.
• Support Kyndryl sales team with marketplace contracting and funding, providing advice on options, engaging technical expertise on funding submission, and including Kyndryl Global Alliance support when needed.
• Document differentiated value propositions with ISVs, correct SKUs, and specific processes to jointly purchase their products on the Marketplace.
• Collaborate with Kyndryl practices on how to solution offerings with hyperscaler marketplace relevance.
• Work with Accounting, Partner Sales Support, and Quote to Cash on procurement documentation and processes.
• Raise awareness of Kyndryl Hyperscaler Marketplace stories to internal and external audiences, strengthening content/targeted sales plays and coaching on how to jointly approach a customer, develop key messages, and co-present to clients.
• Acquire extensive knowledge of Kyndryl’s key alliances, solutions, and services, leveraging alliance expertise for deal closures.
• Provide thought leadership on hyperscaler marketplaces and include innovative content into customer opportunities and account team customer roadmaps.
• Build and maintain technical credibility through accreditations, badges, certifications, and sales training.

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:

• At least 8 years' experience in sales and business development, with at least 2 years’ experience with one hyperscaler cloud platform and selling through marketplaces.
• Ability to establish a network of contacts within Industries, discuss multi-alliance collaboration, cloud technologies, trends, and benefits with the C-suite.
• Understanding of cloud marketplaces, and co-selling benefits to customers and the hyperscaler’s field.
• Outstanding client management and relationship skills, and ability to impact and influence stakeholders within Kyndryl and hyperscalers.
• Experience supporting sales teams with complex digital technology solutions, systems integration, and managed services solutions to enterprise customers.
• Cloud technical proficiency or certifications.
• Travel required (up to 25%)

Preferred Skills and Experience:

• Experience working and selling with Global System Integrators or Managed Service Providers and/or Alliance roles with hyperscalers.

The compensation range for the position in the U.S. is $159,240 to $286,560 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: $175,080 to $343,920 

Colorado: $159,240 to $286,560 

New York City: $191,040 to $343,920 

Washington: $175,080 to $315,240 

Washington DC: $175,080 to $315,240 

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!
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