Director, Alliances Deal Maker – OEM Lead

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $161.5k - $290.8k / year

⏰ Full Time

🟠 Senior

👔 Director

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Kyndryl

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2021

🏢 Enterprise

🔒 Cybersecurity

☁️ SaaS

Enterprise • Cybersecurity • SaaS

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

• Develop and lead the execution of a comprehensive ISV and OEM partnership strategy that aligns with the firm’s OEM resale growth targets. • Identify and prioritize the partners that have the highest impact. • Take end-to-end ownership of the commercialization lifecycle, from opportunity identification to deal structuring and execution. • Ensure that the deal structure differentiates Kyndryl as a reseller. • Collaborate with consulting, technology, sales, and delivery teams to identify and close new opportunities. • Build trusted partnerships with senior executives and commercial leaders both internally and at partner organizations. • Lead complex negotiations around commercial terms, re selling agreements, and alliance contracts. • Monitor industry trends, competitive landscape, and emerging technologies within ISV and OEM ecosystems. • Define and track key revenue and performance metrics for ISV and OEM partnerships.

🎯 Requirements

• 10+ years of experience in strategic partnerships, alliance management, or business development, ideally in consulting or technology services environments • Proven expertise managing ISV and OEM partnerships with a strong focus on commercialization and revenue delivery. • Deep knowledge of software ecosystems, SaaS, OEM integration strategies, and commercial business models. • Strong financial acumen with demonstrable experience structuring and negotiating resale commercial agreements • Strong understanding of Kyndryl internal systems, particularly around procurement and finance functions. • Exceptional stakeholder management skills and ability to influence across diverse teams and senior leadership layers. • Entrepreneurial mindset with a results-driven approach to identifying and capturing revenue opportunities. • Excellent communicator with outstanding negotiation, presentation, and interpersonal skills.

🏖️ Benefits

• medical and dental coverage • disability • retirement benefits • paid leave • paid time off