Director, Alliances Deal Maker - Broadcom

Kyndryl•Atlanta, GA

About The Position

At Kyndryl, we design, build, manage and modernize the mission-critical technology systems that the world depends on every day. The Role Join Kyndryl as a Director, Alliances Deal Maker - Broadcom 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 – Broadcom, you will apply deep expertise across the Broadcom portfolio—including VMware, Symantec, and mainframe software—to support and shape complex enterprise transformation deals for clients managing mission-critical infrastructure. As an Alliances Deal Maker 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 Broadcom partner program—including Broadcom Advantage Partner Program mechanics, VMware co-sell motions, and Broadcom’s commercial licensing frameworks—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.
10 years of experience in sales, business development, and leading the Alliance component of complex, multi-tower customer negotiations.
Deep knowledge of the Broadcom alliance, including hands-on experience working for Broadcom or previously selling Broadcom solutions (VMware, Symantec, mainframe software) in the market, inclusive of the technical aspects of virtualization, security, and legacy modernization.
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.
Demonstrated ability to engage in multi-alliance collaboration.
Demonstrated 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 enterprise transformation deals for clients managing mission-critical infrastructure.
Support complex, multi-tower multi-million deals from qualification to closure.
Shape the Alliance dimension of high-stakes opportunities.
Contribute to negotiations with top-level executives, including CxOs, and drive deals to close.
Contribute to pricing and commercial strategies, leveraging insights from pricing experts.
Create Kyndryl’s unique and compelling propositions tailored to meet 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.
Lead the integration of 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 Broadcom partner program.
Support contract negotiations, leading the Alliance dimension to ensure the right technology and commercial outcomes.
Act as a bridge between Kyndryl teams and the customer organization 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.
Create and launch targeted campaigns across industry, solution, and account lines.