Director, Customer Partner

🕒 October 16

🏛️ District of Columbia, Maryland, +2 more states – Remote

🏛️ District of Columbia – Remote 🦀 Maryland – Remote ⚔️ Virginia – Remote ☕ Washington – Remote

💵 $177.7k - $319.8k / year

⏰ Full Time

🔴 Lead

👔 Director

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Kyndryl

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2021

💼 Consulting

📦 Logistics

🏥 Healthcare

Consulting • Logistics • Healthcare

Kyndryl is a leading IT infrastructure services provider, serving thousands of enterprise customers worldwide. The company specializes in designing, building, managing, and modernizing complex, mission-critical information systems. Kyndryl offers a range of services including IT consulting, cloud services, cybersecurity, data and AI solutions, and digital workplace transformation. With a strong focus on innovation, partnerships, and co-creation, Kyndryl helps businesses tackle IT complexity and drive operational excellence. The company operates across various industries such as automotive, healthcare, banking, and more, providing expertise and solutions to address industry-specific challenges. Kyndryl's global network and strategic alliances empower enterprises to adapt to the evolving technology landscape, ensuring their essential systems are reliable and efficient.

📋 Description

• Build Kyndryl Federal's Defense business in underpenetrated markets • Establish senior customer relationships and identify mission and technology priorities • Develop account-entry strategies and originate qualified pipeline • Shape complex opportunities from early customer engagement through qualification, capture, proposal, negotiation, award, and transition to delivery • Develop and execute growth strategies across Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations • Translate Defense mission priorities, funding requirements, appropriations, budget signals, acquisition strategies, modernization triggers, and technology needs into Kyndryl solutions • Establish account penetration, pipeline, signings, revenue, and backlog objectives • Develop customer-specific growth and pursuit strategies • Lead senior customer negotiations and define pricing and commercial strategies • Build strategic customer relationships and advocacy • Lead cross-functional teams through opportunity origination, qualification, capture, teaming, solution development, pricing, proposal preparation, executive reviews, negotiations, and closure • Orchestrate Kyndryl and partner capabilities across consulting, managed services, systems integration, cloud, infrastructure, cybersecurity, data, and artificial intelligence • Ensure effective handoff to delivery and remain engaged in customer outcomes and satisfaction • Build Kyndryl Federal's Defense market presence, go-to-market strategy, partner ecosystem, and competitive position • As the portfolio matures, assume responsibility for customer strategy, account growth, profitability, operational performance, customer satisfaction, and financial outcomes

🎯 Requirements

• 10+ years of relevant Federal market experience, including significant experience supporting the Department of War • Established relationships and demonstrated credibility across Military Departments, Defense Agencies, Combatant Commands, or related Defense mission organizations • Demonstrated personal track record of originating, shaping, and converting substantial Federal technology, consulting, systems integration, or managed services opportunities, including opportunities created before formal solicitation • Strong understanding of the Federal and Defense acquisition lifecycle, appropriations and budget processes, contract vehicles, acquisition pathways, and competitive procurement strategies • Demonstrated success winning in Defense accounts where the organization began with limited incumbent position • Extensive executive customer engagement and relationship-management experience • Experience leading high-value business development, capture, and deal activities end-to-end • Proven ability to lead multidisciplinary teams across sales, consulting, solutioning, delivery, finance, pricing, contracts, and partner organizations • Strong financial and commercial acumen • Knowledge of technology and market trends relevant to Defense modernization • Ability to meet applicable Kyndryl Federal and customer security requirements • Active security clearance appropriate to the targeted Defense market • Bachelor's or master's degree (preferred)

🏖️ Benefits

• Discretionary annual bonus program based on performance • Medical and dental coverage • Disability benefits • Retirement benefits • Paid leave • Paid time off • Employee learning programs and access to certifications, including Microsoft, Google, Amazon, and Skillsoft • Company-wide volunteering and giving platform • Access to state-of-the-art resources and Fortune 100 clients

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