Director, Customer Partner, Kyndryl Federal Defense

Kyndryl Canada; Washington (District of Columbia); Hybride; USD 150 000 - 230 000; Plein temps

Résumé du poste

Kyndryl is seeking a Director, Customer Partner for its Federal Defense business in Washington, DC. You will be a senior growth executive responsible for building the Defense portfolio, establishing strategic relationships, and creating structured entry in whitespace opportunities.

You will originate opportunities, lead cross-functional teams through capture and proposals, and drive revenue, profitability, and customer satisfaction while shaping Kyndryl's Defense go-to-market and partner

Qualifications

• Experience driving growth in Federal Defense markets.
• Ability to engage senior Defense stakeholders and decision makers.
• Proven track record leading cross-functional teams through complex pursuits.
• Strategic mindset with ability to originate opportunities before formal procurements.

Responsabilités

• Develop and execute growth strategies across targeted Defense departments and agencies.
• Build and maintain qualified pipeline to support Defense growth objectives.
• Translate mission priorities into differentiated Kyndryl solutions and opportunities.
• Origin and lead complex opportunities from engagement through closure and delivery.
• Establish account penetration metrics and drive revenue, profitability and backlog.

Connaissances

Federal Defense growth

Executive stakeholder engagement

Strategic account management

Cross-functional leadership

Description du poste

Director, Customer Partner, Kyndryl Federal Defense

Location: Washington, DC, USA, VA, USA, MD, USA

Remote Type: Partially Remote

Time Type: Full time

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

As Director, Customer Partner, Kyndryl Federal Defense, you will be a senior Federal growth executive responsible for helping build Kyndryl Federal's Defense business.

This is not a traditional Customer Partner role inheriting a mature portfolio. The initial mandate is to create growth in Defense markets where Kyndryl has significant whitespace: establish senior customer relationships, identify mission and technology priorities, develop account-entry strategies, originate qualified pipeline, shape complex opportunities, build the partner ecosystem required to compete, and convert those opportunities into significant new business.

You will develop and execute growth strategies across targeted Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations. You will engage senior mission, technology, program, acquisition, and executive stakeholders well before formal procurements and connect their priorities with Kyndryl's consulting, integration, managed services, infrastructure, cloud, cybersecurity, data, AI, and partner capabilities.

Success requires an entrepreneurial, hands-on growth leader who knows how to build a Federal business from whitespace-not simply manage an established account. You will personally originate opportunities, orchestrate Kyndryl and partner resources, shape acquisition and competitive strategies, and lead complex pursuits from early customer engagement through qualification, capture, proposal, negotiation, award, and transition to delivery.

As the Defense portfolio grows, the role will evolve into senior Customer Partner leadership with responsibility for customer strategy, account growth, revenue, profitability, customer satisfaction, operational performance, and continued expansion of the portfolio.

Drive Kyndryl Federal Defense Growth

• Develop and execute growth strategies across targeted Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations.
• Build and maintain sufficient qualified pipeline coverage to support annual Defense growth objectives, with particular emphasis on self-originated opportunities created before formal procurement activity.
• Translate Defense mission priorities, funding requirements, appropriations and budget signals, acquisition strategies, modernization triggers, and technology needs into differentiated and actionable Kyndryl solutions.
• Personally originate and lead complex opportunities from early customer engagement and qualification through capture, proposal development, negotiation, closure, and effective handoff to delivery.
• Establish measurable account penetration, pipeline, signings, revenue, and backlog objectives for assigned Defense markets and drive commercially sound outcomes against those objectives.
• Develop customer-specific growth and pursuit strategies addressing decision makers, mission priorities, acquisition pathways, contract access, competitive and incumbent position, partner strategy, pricing, and actions required to improve probability of win.

Build Strategic Customer Relationships

• Establish and maintain trusted relationships with senior Defense mission, technology, acquisition, program, contracting, and executive stakeholders.
• Engage customers well before an active procurement to understand emerging mission requirements, funding priorities, modernization needs, and acquisition pathways and to identify opportunities where Kyndryl can create meaningful value.
• Position Kyndryl as a strategic partner by connecting the company’s global capabilities, technology partnerships, intellectual property, and delivery expertise to Defense priorities.
• Lead senior customer negotiations and help define pricing and commercial strategies for complex, multi-offering opportunities.
• Build customer advocacy and develop long-term relationships that create access, credibility, repeatable opportunity flow, and sustainable growth.

Lead Complex Deals and Market Engagement

• Shape compelling value propositions and account-entry strategies that differentiate Kyndryl and respond to customer mission, market, security, acquisition, and incumbent dynamics.
• Lead cross-functional teams through opportunity origination, qualification, capture strategy, competitive assessment, teaming, solution development, pricing, proposal preparation, executive reviews, negotiations and closure.
• Orchestrate Kyndryl and partner capabilities to develop integrated solutions across consulting, managed services, systems integration, cloud, infrastructure, cybersecurity, data, artificial intelligence, and other relevant technologies.
• Apply sound financial and commercial judgment to balance growth, profitability, customer value, delivery feasibility, and business risk.
• Maintain accountability for an effective handoff to delivery and remain engaged to support customer outcomes and satisfaction.

Build the Defense Business for the Future

• Help establish Kyndryl Federal's presence, credibility, and go-to-market strategy across the Defense market, including where Kyndryl has limited incumbent position or established pipeline.
• Develop the ecosystem required to accelerate Defense growth, including strategic OEM relationships, technology partners, Federal systems integrators, small-business partners, contract-vehicle partners, and other teaming relationships
• Provide market insight and leadership that strengthen Kyndryl Federal's Defense strategy, offerings, partnerships, contract access, and competitive position.
• As the portfolio matures, assume broader responsibility for customer strategy, account growth, profitability, operational performance, customer satisfaction, and financial outcomes while contributing to a collaborative, accountable, growth-oriented culture.

The role follows a build-win-lead progression. Build: establish relationships, market presence, partner ecosystem, account-entry strategies, and qualified pipeline. Win: shape and close strategic opportunities, establish initial customers and backlog, and expand Kyndryl's Defense footprint. Lead: become the senior Customer Partner responsible for the resulting portfolio, including customer relationships, growth, revenue, profitability, satisfaction, and long-term account strategy.

Who You Are

You are a recognized and credible Federal Defense growth leader who understands how mission priorities become funded programs and procurements. You build relationships well before an RFP is released, recognize modernization and acquisition triggers others may miss, and know how to combine customer needs, acquisition strategy, contract access, technology capabilities, and partners to create winnable opportunities. You are comfortable entering underpenetrated accounts where your organization is not the incumbent or dominant provider.

Your background may be in Federal business development, growth, capture, consulting, or account leadership. The title matters less than the evidence: you have personally entered underpenetrated Defense accounts, established senior relationships, originated opportunities before RFP release, built teams around those opportunities, and converted them into meaningful signings and revenue. You operate effectively in an entrepreneurial environment