Director, Contracts & Negotiations - Federal

Kyndryl; Richmond (VA); Remote; USD 172,000 - 327,000; Full time

Job summary

Kyndryl is seeking a Director, Contracts & Negotiations - Federal to lead the contract lifecycle for federal pursuits, from capture shaping through post-award administration, collaborating with executive leadership and delivery teams.

This role requires deep federal contracting expertise, FAR/DFARS knowledge, and the ability to navigate complex negotiations while ensuring compliance and strategic risk management, in a fast-paced, customer-focused environment.

Qualifications

• 12+ years of federal contracts management, subcontract management, proposal support, negotiations, procurement, legal operations, or related disciplines.
• Direct experience in federal information technology contracting.
• Deep knowledge of FAR (Parts 12 and 15) and DFARS.
• Experience leading high-value contract negotiations with multidisciplinary teams and executives.
• Strong analytical, problem-solving, and risk mitigation capabilities.
• Excellent written and verbal communication with senior leaders and Government Contracting Officers.
• Ability to obtain and maintain a U.S. Government security clearance.
• Residence in the Washington, DC / DMV Beltway region (WA, MD, VA).
• Bachelor’s degree in Business, Finance, Legal Studies, Contract Management, Public Administration, or related field.

Responsibilities

• Lead contractual strategy for priority federal growth pursuits with executive leadership and cross-functional teams.
• Oversee end-to-end negotiation, drafting, administration, and closeout of complex federal contracts and subcontracts.
• Serve as primary contractual authority for Government Contracting Officers and partner representatives.
• Develop negotiation and risk management strategies protecting Kyndryl’s interests.
• Collaborate with Legal, Finance, Procurement, Security, and Delivery teams to resolve disputes.
• Ensure compliance with FAR, DFARS, agency regulations, and governance standards.
• Mentor contracts professionals and drive process improvements across the function.
• Manage statements of work, compliance checkpoints, and federal reporting requirements.

Skills

Federal contracts

Contract negotiations

Government contracting

Regulatory compliance

Risk analysis

Executive influence

Cross-functional leadership

Strategic thinking

Education

Bachelor’s degree or equivalent

Job description

Fully Remote

Washington, DC, USA

VA, USA

MD, USA

Full time

R-69209

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

At Kyndryl, we design, build, manage, and modernize the mission-critical technology systems that the world depends on every day. Our federal practice partners with government agencies to accelerate digital modernization, strengthen cybersecurity, and deliver resilient cloud and enterprise infrastructure. As our federal presence expands, we are establishing agile, transparent, and disciplined contractual frameworks that empower mission success and long-term public sector partnerships.

We are seeking a Director, Contracts & Negotiations - Federal to serve as the senior contractual authority for our federal business pursuits. In this role, you will take ownership of the contract lifecycle from early capture shaping to deal closure and post-award administration. You will collaborate directly with executive leaders, business development, capture managers, and delivery teams, providing the strategic guidance and transactional rigor needed to structure sound, competitive, and compliant government engagements.

Operating in a high-impact, pre-award and post-award environment, you will serve as Kyndryl's primary interface with Government Contracting Officers, agency acquisition officials, and industry partners. You will navigate complex federal procurement regulations, translate business objectives into robust contractual terms, and roll up your sleeves to manage operational agreements, risk mitigation strategies, and contract governance across our federal programs.

Key Responsibilities

• Lead contractual strategy for priority federal growth pursuits, collaborating with executive leadership, Business Development, Capture, and Proposal teams on deal shaping, risk analysis, competitive positioning, and transaction structuring.
• Direct the end-to-end negotiation, drafting, administration, and closeout of complex federal prime contracts, subcontracts, teaming agreements, non-disclosure agreements, and associated commercial instruments throughout the contract lifecycle.
• Serve as the primary contractual authority and point of contact for Government Contracting Officers, prime partner representatives, and customer acquisition personnel regarding negotiations, contract modifications, claims, protest-related issues, and program matters.
• Formulate practical negotiation and risk management strategies that protect Kyndryl’s legal, financial, operational, compliance, and reputational interests while enabling business expansion.
• Partner seamlessly with Legal, Finance, Procurement, Security, Regulatory Compliance, Human Resources, and Delivery teams to resolve contractual disputes, performance issues, and business roadblocks.
• Ensure thorough compliance with the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), agency-specific procurement regulations, customer terms, and corporate governance standards.
• Lead, mentor, and develop contracts professionals while driving continuous process improvements, operational tools, governance frameworks, and contract training across the function.
• Manage operational and transactional requirements directly, including statements of work, compliance checkpoints, and federal reporting requirements.

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 are an accomplished, business-minded contracts leader who thrives at the intersection of public sector procurement and enterprise technology. You bring deep mastery of federal contracting statutes along with the commercial agility to craft winning, compliant deals. At Kyndryl, you embody a growth mindset—always eager to learn, adapt, and drive operational excellence. You are relentlessly customer-focused, ensuring every engagement advances the mission stability of our government clients. Above all, you are open, borderless, and inclusive, collaborating across cross-functional teams and external stakeholders to turn complex challenges into sustainable growth.

Required Skills and Experience

• 12+ years of progressive experience in federal contracts management, subcontract management, proposal support, negotiations, procurement, legal operations, or related disciplines, with extensive experience negotiating and administering complex U.S. government contracts and subcontracts.
• Direct experience in federal information technology contracting.
• Deep knowledge of federal contracting principles, procurement statutes, and compliance standards, including extensive experience with FAR (specifically Parts 12 and 15) and DFARS.
• Demonstrated experience leading high-value, complex contract negotiations involving multidisciplinary teams and executive stakeholders.
• Strong analytical, problem-solving, and risk mitigation capabilities applied to deal structuring and contract operations.
• Exceptional written and verbal communication skills, with a track record of successfully influencing senior executives, capture teams, and Government Contracting Officers.
• Proven ability to balance aggressive commercial growth targets against contractual, statutory, and compliance guardrails.
• Proven track record of working autonomously while leading cross-functional teams in a fast-paced environment.
• Hands-on approach with willingness to handle daily transactional execution, drafting, and compliance tracking alongside macro-level strategy.
• Ability to obtain and maintain a U.S. Government security clearance (U.S. citizenship required).
• Residence within the Washington, DC / DMV Beltway region (Washington, DC, Maryland, or Virginia).
• Bachelor’s degree in Business, Finance, Legal Studies, Contract Management, Public Administration, or a related field.

Preferred Skills and Experience

• Experience supporting the Department of Defense (DoD), Intelligence Community (IC), Civilian Agencies, or other Federal Government customers.
• Experience negotiating and administering diverse contract vehicles, including FFP, CPFF, T&M, IDIQ, GWAC, BPA, and task orders.
• Experience negotiating and administering both commercial services and negotiated contracts, with a strong understanding of FAR cost principles and Cost Accounting Standards (CAS).
• Experience supporting information technology, managed infrastructure services, cloud computing, cybersecurity, hardware/software, or mission professional services contracts.
• Active Secret clearance.
• Certified Federal Contracts Manager (CFCM), Certified Professional Contracts Manager (CPCM), or related NCMA certification.
• Juris Doctor (JD) or legal background with strong contract law foundation.

Equal Opportunity Employer (EOE) Statement

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.

The compensation range for the position in the U.S. is $171,960 to $326,520 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.

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.

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.