Associate Director, Technical Solution Manager - Incentive

Kyndryl Inc.; Dallas (TX); Hybrid; USD 129,000 - 233,000; Full time

Benefits offered by this job

Benefits package

Job summary

Kyndryl is seeking a strategic, high-impact professional to own end-to-end solutions for public and private cloud, applications, data & AI, and infrastructure. You will cultivate executive relationships, lead multi-engagement deals, and drive value with customers from CTO/CIO level discussions to closing.

The role emphasizes strong market insight, solution design, and collaboration with internal and client stakeholders. Expect significant travel and a comprehensive benefits package.

Qualifications

• Minimum 5+ years of demonstrated technology skills with business-commercial acumen.

Responsibilities

• Prepare, develop and evaluate responses to RFPs to match buyer needs.
• Research markets, industries, customers and competitors for value propositions.
• Identify customer business challenges and create value-driven solutions.
• Lay groundwork to acquire and support customers prior to closing the sale.
• Design overall solution architecture including go-to-market strategies and project direction.
• Ensure progress by gathering information and adjusting actions.
• Monitor customer interactions to ensure fulfillment of requirements.
• Develop costing methodologies and global cost models with documentation.
• Coordinate with service offering teams on definitions, cost drivers and labor ratios.
• Support contract negotiations through signature and hand-over.

Skills

CxO level

Deal leadership

Cloud knowledge

Travel up to 50%

Education

Bachelor's degree

Job description

Partially Remote

New York, NY, USA

KUS51630 No City (KUS51630) Georgia Default NB6

Dallas, TX, USA

Atlanta, GA, USA

No City (KUS51445) Pennsylvania Default MY2

Chicago, IL, USA

Washington, DC, USA

Full time

R-65357

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

Responsible for the development of complex integrated solutions for Kyndryl public and private cloud, applications, data & ai, infrastructure, projects, and consulting services and value directly to customers. Develops and manages customer relationships with solution decision makers in the Infrastructure and Customer Line of Business organizations.

The TSM owns the end-to-end solution to the customer, RISK identification/mitigation, cost, profit, and deliverability of the overall solution for our most complex engagements. This is a customer-facing role in which 50 to 70% of the time is spent in face-to-face discussions with customers and typically working on one to three engagements at a time and developing relationships with customer decision makers by leading customer technology discussions, up to and including CTO/CIO level.

Key Responsibilities

• 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
• 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
• Identifying customers’ 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
• 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
• 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
• 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
• 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
• 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.
• Support the contract negotiations up to signature and complete engagement hand-over

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

Required skills and experience

• Minimum of 5+ years of demonstrated technology skills coupled with business-commercial acumen, including concept evangelizing ability
• Strong market connections including up to CxO level
• Ability to lead and create large complex deals, through proactive leadership
• Deep understanding of technology and business trends, including infrastructure, public and private cloud offerings, applications, automation, and agentic AI and the ability to align them with Kyndryl offerings
• Ability to work internally with the internal stakeholders and externally with client ecosystem to create and close large, complex deals, > 10 Mn $ TCV
• Exceptional communication abilities to be able to articulate solutions and differentiation
• Ability to travel up to 50%

Preferred skills and experience

• Bachelor’s degree or higher
• Experience in consulting or advisory role supporting customer solution design
• Knowledge of hybrid and cloud architecture design
• Experience supporting sales pursuits through presentations, proposals, or solution workshops

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.

At Kyndryl, we achieve progress the world depends on, with purpose. Beginning with the purpose that matters to you. Because here, you will be part of a culture designed with purpose. One that is restless, empathetic and devoted. Where we are committed to sustainable progress for our customers and supporting the communities where we work and live. All of you is what we want. And what we need. Join us, and together, we can advance the vital systems that power human progress.

Kyndryl is committed to creating a diverse environment and is proud to be an equal opportunity employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. Kyndryl is also committed to compliance with all fair employment practices regarding citizenship and immigration status.