Associate Director, Alliances Deal Maker - Microsoft
About The Position
At Kyndryl, we design, build, manage and modernize the mission-critical technology systems that the world depends on every day. Join Kyndryl as a Deal Maker/Engagement Partner and take your career to new heights. We are seeking an exceptional individual who thrives in a fast-paced, high-stakes environment, where every deal is an opportunity to make a significant impact. As Kyndryl’s Director, Deal Maker – Microsoft, you will leverage your command of Microsoft’s partner ecosystem—spanning Azure, Microsoft 365, and Dynamics—to support and shape complex, multi-tower managed services engagements. As a Deal Maker/Engagement Partner at Kyndryl, you will be at the forefront of our sales activities, supporting complex, multi-tower multi-million deals from qualification to closure. This is your chance to shape the Alliance dimension of high-stakes opportunities, contributing to negotiations with top-level executives, including CxOs, and driving deals to close. You will have the opportunity to demonstrate your expertise in contributing to pricing and commercial strategies, leveraging insights from our team of pricing experts. In this role, you will be the driving force behind the success in our Core and Strategic accounts, where you will create Kyndryl’s unique and compelling propositions tailored to meet market demands and customer requirements. Collaboration will be key as you work closely with internal stakeholders to gather the necessary documents and technical solutions for bid submissions. Your exceptional skills in deal crafting will be put to the test as you define winning propositions and support the end-to-end response for complex deals—leading the integration of Alliance content to drive the right technology outcome, structure a competitive commercial model, and align relationships to facilitate closure. Your deep knowledge of the Microsoft partner program—including co-sell through the Azure Marketplace, ECIF funding, and Solutions Partner designations—will allow you to secure maximum benefit for Kyndryl’s deals and, most importantly, our customers. Your passion for profitable growth will shine through as you support contract negotiations, leading the Alliance dimension to ensure the right technology and commercial outcomes for both our organization and our clients. You will play a crucial role with both new and existing customers, acting as a bridge between our talented teams throughout the deal process and the customer organisation. A core part of your responsibilities will involve compiling, refining, and owning the final proposal documents, showcasing your ability to present technical content and designs in a professional and concise manner. Your keen eye for detail and commitment to excellence will be instrumental in establishing a robust reporting and governance process to monitor the success of our deals. Join us in revolutionizing the industry as we standardize pitches across a diverse portfolio of industries. Your expertise in creating differentiated propositions aligned with market requirements will play a vital role in our continued growth and success. Beyond direct deal support, you will also engage in demand generation activities to close pipeline gaps—working alongside our Customer Partners, Consult Partners, and Executive Business Developers to create and launch targeted campaigns across industry, solution, and account lines. If you are ready to make a profound impact, support transformative deals, and work alongside a team of dedicated professionals, this is the opportunity you’ve been waiting for. Come aboard and unleash your potential as a Deal Maker/Engagement Partner with us!
Requirements
- High level of industry-specific solution expertise.
- Expertise in sales techniques.
- Proven experience in conceptualizing and executing bid activities and deals.
- 7+ years of experience in sales, business development, and leading the Alliance component of complex, multi-tower customer negotiations.
- Deep knowledge of the Microsoft alliance, including hands-on experience working for Microsoft or previously selling Microsoft-based solutions (Azure, M365, Dynamics) in the market, inclusive of the technical aspects of cloud and digital workplace services.
- Experience selling in a matrix environment.
- Proven ability to work across multiple stakeholders (Kyndryl, Alliance, and Customer) to drive the optimal outcome.
- Outstanding client management and relationship skills.
- Demonstrated ability to establish a network of industry contacts.
- Ability to engage in multi-alliance collaboration.
- Ability to influence senior stakeholders.
Nice To Haves
- Bachelor’s degree or Master’s degree.
- Sales experience in technical solutions.
Responsibilities
- Support and shape complex, multi-tower managed services engagements leveraging command of Microsoft’s partner ecosystem (Azure, Microsoft 365, Dynamics).
- Be at the forefront of sales activities, supporting complex, multi-tower multi-million dollar deals from qualification to closure.
- Shape the Alliance dimension of high-stakes opportunities, contributing to negotiations with top-level executives (CxOs) and driving deals to close.
- Contribute to pricing and commercial strategies, leveraging insights from pricing experts.
- Be the driving force behind success in Core and Strategic accounts, creating unique and compelling Kyndryl propositions tailored to market demands and customer requirements.
- Collaborate closely with internal stakeholders to gather necessary documents and technical solutions for bid submissions.
- Define winning propositions and support the end-to-end response for complex deals, integrating Alliance content to drive the right technology outcome, structure a competitive commercial model, and align relationships to facilitate closure.
- Secure maximum benefit for Kyndryl’s deals and customers by leveraging deep knowledge of the Microsoft partner program (co-sell through Azure Marketplace, ECIF funding, Solutions Partner designations).
- Support contract negotiations, leading the Alliance dimension to ensure the right technology and commercial outcomes for both Kyndryl and clients.
- Act as a bridge between Kyndryl teams and the customer organization for both new and existing customers throughout the deal process.
- Compile, refine, and own the final proposal documents, presenting technical content and designs professionally and concisely.
- Establish a robust reporting and governance process to monitor the success of deals.
- Standardize pitches across a diverse portfolio of industries.
- Engage in demand generation activities to close pipeline gaps, working with Customer Partners, Consult Partners, and Executive Business Developers to create and launch targeted campaigns.
- Drive personal and professional development with a growth mindset.
- Prioritize customer success in all work.
- Be open and borderless, working inclusively with others.
Benefits
- Medical and dental coverage
- Disability
- Retirement benefits
- Paid leave
- Paid time off
- Kyndryl’s discretionary annual bonus program (based on performance)
- Sales commission plan (in lieu of bonus for eligible roles)
- Opportunities for hands-on experience
- Learning opportunities
- Chance to certify in all four major platforms
- Access to best-in-industry learning for certifications (Microsoft, Google, Amazon, Skillsoft, etc.)
- Company-wide volunteering and giving platform
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
Associate degree
