Director, Alliances Deal Maker - OEM Lead

We are looking for a seasoned Leader to drive the direct resell of ISVs and OEMs (Original Equipment Manufacturer). This role is critical in meeting the overall multi – hundred million dollar target the US geo has for resale of third-party equipment. The successful candidate will be accountable for identifying revenue opportunities, structuring profitable deals, and enabling cross-functional teams to optimize growth in this area.

Key Responsibilities 

• Partnership & OEM Strategy: 
  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. 

• Commercialization & Revenue Realization: 
  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 (leveraging deal registration / ease of procurement / favorable pricing)  

• Navigates Kyndryl internal systems to ensure GvN and separability criteria to maximize in period revenue and profit  

• Cross-Service Line Revenue Enablement: 
  Collaborate with consulting, technology, sales, and delivery teams to identify and close new opportunities. Drive adoption and scale through coordinated go-to-market initiatives. 

• Executive Relationship Management & Negotiations: 
  Build trusted partnerships with senior executives and commercial leaders both internally and at partner organizations. Lead complex negotiations around commercial terms, reselling agreements, and alliance contracts. 

• Market Intelligence & Growth Opportunities: 
  Monitor industry trends, competitive landscape, and emerging technologies within ISV and OEM ecosystems to proactively innovate partnership models and commercial approaches. 

• Performance Monitoring & Reporting: 
  Define and track key revenue and performance metrics for ISV and OEM partnerships. Deliver actionable insights and regular updates to executive leadership, demonstrating clear business impact and ROI. 

• Collaboration with Alliance Leaders: 
  Ensure close collaboration with Alliance Leaders to ensure that resale is a component of the overall Governance and growth plan with the partner. 

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.