Director, Alliances Deal Maker - Red Hat and IBM

Kyndryl • Dallas, GA

23h • Remote

About The Position

Join Kyndryl as a Director, Alliances Deal Maker - Red Hat and IBM 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 – Red Hat and IBM, you will draw on deep expertise across the Red Hat and IBM portfolio—including OpenShift, RHEL, IBM Cloud, and IBM Software—to support and shape complex deals that modernize our clients’ hybrid cloud and application environments. As a Director, 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 Red Hat and IBM alliance programs—including co-sell frameworks, IBM PartnerWorld, and Red Hat Partner Connect—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 Red Hat and IBM alliance, including hands-on experience working for Red Hat or IBM or previously selling their solutions (OpenShift, RHEL, IBM Cloud, IBM Software) in the market, inclusive of the technical aspects of hybrid cloud and automation.
• 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 deals that modernize clients’ hybrid cloud and application environments.
• Support complex, multi-tower multi-million deals from qualification to closure.
• Shape the Alliance dimension of high-stakes opportunities, contributing to negotiations with top-level executives.
• Drive deals to close.
• Contribute to pricing and commercial strategies.
• Create Kyndryl’s unique and compelling propositions tailored to meet market demands and customer requirements.
• 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 by leveraging deep knowledge of Red Hat and IBM alliance programs.
• Support contract negotiations, leading the Alliance dimension to ensure the right technology and commercial outcomes.
• Act as a bridge between internal teams and the customer organization.
• Compile, refine, and own the final proposal documents.
• Present technical content and designs in a professional and concise manner.
• 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.

Benefits

• Medical and dental coverage
• Disability
• Retirement benefits
• Paid leave
• Paid time off
• Kyndryl’s discretionary annual bonus program
• Sales commission plan (if applicable)
• Access to employee learning programs for certifications (Microsoft, Google, Amazon, Skillsoft, etc.)
• Company-wide volunteering and giving platform

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: Associate degree