Associate Director, Technical Solution Manager - Incentive

Kyndryl; New York (NY); On-site; USD 129,000 - 233,000; Full time

Benefits offered by this job

Discretionary bonus

Benefits package

Job summary

Kyndryl is seeking a senior, customer-facing role focused on end-to-end solution delivery across cloud, applications, data & AI, and infrastructure. You will own complex engagements, manage risk, and deliver value while engaging with CTO/CIO level decision-makers.

The role emphasizes developing and maintaining relationships, driving cost-effective solutions, and guiding proposals from concept through delivery. Travel up to 50% is expected.

Qualifications

• Minimum of 5+ years of demonstrated technology skills with business-commercial acumen.
• Strong market connections including up to CxO level.
• Ability to lead and create large complex deals with proactive leadership.
• Deep understanding of infrastructure, cloud, applications, AI, and related trends.
• Willingness to travel up to 50%.

Responsibilities

• Prepare and respond to RFPs matching buyer needs with proposals and value.
• Research markets, industries, customers, and competitors for value propositions.
• Identify business challenges and craft solutions with design thinking.
• Lay groundwork to acquire and support customers before closing.
• Design overall solution architectures and go-to-market strategies.
• Apply sound business judgement to resolve issues and progress.
• Monitor customer interactions to ensure requirements are met.
• Develop cost models and maintain related documentation.
• Collaborate with service definitions and cost drivers with teams.

Skills

CxO level connections

Deal leadership

Technology trend awareness

Communication skills

Travel readiness

Education

Bachelor's degree or higher

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

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.

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.