Director, Alliances Business Development - Google

You will have the unique opportunity to work closely with our esteemed Alliance Partners, leveraging their cutting-edge technology and solutions to co-create offerings that revolutionize the industry. You will be responsible for propelling the adoption of Kyndryl's services across all market segments and countries, unlocking new opportunities and driving exponential growth.

Collaborating with Customer and Consult Partners, you will create, build, and manage relationships with our valued alliance partners at various levels of their organizations. Through these partnerships, you will help define, sell, and deliver large-scale transformation and modernization programs tailored to our enterprise customers, solving their most pressing business challenges.

With your creative flair, you will craft compelling content, establish unique go-to-market programs, and provide comprehensive enablement support-both business and technical-to drive exponential growth for our partnerships.

Leveraging your in-depth understanding of alliance partner programs, you will secure maximum benefits for Kyndryl's deals and, most importantly, our customers. Serving as a liaison between our Practices, one or more Alliance Partners, and Account teams, you will foster win-win-win outcomes that fuel mutual success.

If you thrive on the thrill of forging powerful partnerships, driving revenue growth, and making a significant impact on the industry, then this role is tailor-made for you. Your specific responsibilities:

• Building GCP related pipeline, tactically focused on achieving GCP revenue target and growing Kyndryl incremental services signings target for the Global organization.
• Accountable to the assigned territory, developing joint strategic Co-sell Point of Views with KD Industry, Practices and GCP to create and enhance unique proposition and enabling the market to co-sell with GCP.
• Capable of leading first level GCP technical conversation on an opportunity, acumen to bring "Art of the Possible" conversations, amplifying cross selling Kyndryl's capabilities to solve customer business problems.
• Sales first mindset, showcasing strategic thinking with Kyndryl Consult and Managed Services on our GCP capabilities on introducing new GCP technologies directly to customers.
• Work with account teams to progress deals from identified pipeline to deal closure by ensuring the right GCP resources are included and aligned and Kyndryl sellers are engaged.
• Work with Hyperscaler Country Focals and teams to ensure CRM & forecasting data related to GCP is updated and provide insights where applicable.
• Support Kyndryl sales team with GCP contracting and funding, such as providing advice on options, engaging technical expertise on funding submission.
• Work with Kyndryl sellers to ensure inclusion of GCP resources in the sales cycle, such as, assessments, discovery workshops, and immersion days to earn Trusted Advisor recognition with our customers.
• Raise awareness of the Kyndryl GCP story to internal and external audiences, to strengthen content/targeted sales plays and coach on how to jointly approach a customer, develop key messages, 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 GCP and how to include innovated GCP content into customer opportunities and account team customer roadmaps.
• Build and maintain technical credibility via 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.

The compensation range for this position in the US 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.

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.

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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.

To excel in this role, you will continually build and maintain a profound knowledge of our alliance partners and their industries, forging strong relationships that propel our collective growth. Furthermore, you will deepen your understanding of Kyndryl's offerings, enabling you to deliver unparalleled value when solving our customers' most complex problems.

Your strategic acumen, combined with your business expertise, technical prowess, and sales finesse, will be the driving force behind our success.

Required Skills and Experience

• 8+ years' experience in sales and business development
• 2 - 4 years' experience with Google cloud platform and Google value propositions
• Experience working and selling with Global System Integrators or Managed Service Providers and/or Alliance roles with GCP
• Understanding of cloud marketplaces, and co-selling benefits to customers and the GCP field.
• Outstanding client management and relationship skills, and ability to impact and influence stakeholders within Kyndryl and GCP.
• Experience supporting sales teams with complex digital technology solutions, systems integration, and managed services solutions to enterprise customers
• GCP technical proficiency or certifications
• Proven track record identifying new opportunities
• Knowledge on GCP organization and management system
• Ability to travel ~ 25% of the time.

Preferred Skills and Experience

• Experience selling within Retail and/or Healthcare industries
• Experience or understanding of AI technologies
• Fluent in Spanish

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!
If you know someone that works at Kyndryl, when asked 'How Did You Hear About Us' during the application process, select 'Employee Referral' and enter your contact's Kyndryl email address.