Director, Technical Solutioning

Kyndryl•New York, NY

1d•Hybrid

About The Position

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.

Requirements

Strong technology skills coupled with business-commercial acumen, including concept evangelizing ability, demonstrated over 20 years of experience.
Strong market connections including up to CxO level.
Ability to lead and create large complex deals, through proactive leadership.
Deep understanding of technology and business trends, including infrastructure, public and private cloud offerings, applications, automation, and agentic AI and the ability to align them with Kyndryl offerings.
Ability to work internally with the internal stakeholders and externally with client ecosystem to create and close large, complex deals, > 10 Mn $ TCV.
Exceptional communication abilities to be able to articulate solutions and differentiation.

Nice To Haves

expertise in requests for proposal, sales and product proposals, proposal writing, proposal development, and business relationship management
expertise in market intelligence, competitive analysis and sales, target markets and accounts, and value propositions
expertise in product roadmaps, solution design, design thinking, technology solutions, sales engineering, new product development, information technology consulting and technical sales
expertise in client needs assessment, technical acumen, lead generation, cold calls, demand generation, customer acquisition management, new business development, upselling, and account planning
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
expertise in customer engagement, user research, feedback, and experience, surveys, and market opportunities

Responsibilities

Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs.
Researching and understanding sales markets, including information about industries, customers, and competitors.
Identifying customers business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit.
Laying the groundwork to acquire and support customers for products and services prior to closing the sale.
Creating an overall design for a solution, including project setting, direction, expectations, and implementation.
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.
Collaborating with colleagues on the shaping, refining, and effective articulation of financial models.
Monitoring customers’ interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns.
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.