Associate Director, Technical Solution Manager - Incentive

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

Responsible for the development of complex integrated solutions for Kyndryl public and private cloud, applications, data & ai, infrastructure, projects, and consulting services and value directly to customers. Develops and manages customer relationships with solution decision makers in the Infrastructure and Customer Line of Business organizations.

The TSM owns the end-to-end solution to the customer, RISK identification/mitigation, cost, profit, and deliverability of the overall solution for our most complex engagements. This is a customer-facing role in which 50 to 70% of the time is spent in face-to-face discussions with customers and typically working on one to three engagements at a time and developing relationships with customer decision makers by leading customer technology discussions, up to and including CTO/CIO level.

Key Responsibilities

• Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs. This may include expertise in requests for proposal, sales and product proposals, proposal writing, proposal development, and business relationship management

• Researching and understanding sales markets, including information about industries, customers, and competitors. This may include expertise in market intelligence, competitive analysis and sales, target markets and accounts, and value propositions

• Identifying customers’ business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit. This may include expertise in product roadmaps, solution design, design thinking, technology solutions, sales engineering, new product development, information technology consulting and technical sales

• Laying the groundwork to acquire and support customers for products and services prior to closing the sale. This may include expertise in client needs assessment, technical acumen, lead generation, cold calls, demand generation, customer acquisition management, new business development, upselling, and account planning

• Creating an overall design for a solution, including project setting, direction, expectations, and implementation. This may include expertise in scalability, go-to-market strategy, functional and software design, proof of concept development, design thinking, engineering design process, solution architecture, and technical solution design

• Using sound business practices and knowledge of business models to quickly understand and resolve business situations by gathering critical information, focusing on key objectives, selecting and implementing the appropriate course of action, and making necessary adjustments to ensure progress

• Monitoring customers’ interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns. This may include expertise in customer engagement, user research, feedback, and experience, surveys, and market opportunities

• Leads in development of different costing methodologies, developing globally consistent cost models and creating or updating supporting documentation associated with each cost model

• Interlock with service offering management teams and offering owners on service definitions, cost drivers, labor rations and other cost model factors.

• Support the contract negotiations up to signature and complete engagement hand-over

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.

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 rel