Director, Alliances Deal Maker - OEM Lead

Who We Are At Kyndryl, we design, build, manage and modernize the mission-critical technology systems that the world depends on every day. So why work at Kyndryl? We are always moving forward – always pushing ourselves to go further in our efforts to build a more equitable, inclusive world for our employees, our customers and our communities.

The Role 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 : Differentiate s Kyndryl as a reseller ( leveraging deal registration / ease of procurement / favorable pricing) Navigate s 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, re selling 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.
• Kyndryl currently does not require employees to be fully vaccinated against COVID-19, however, if you are hired to work at a client, customer, or partner location, you may be required to show proof of vaccination to align with their respective COVID-19 vaccination policies.
• Those who believe they are eligible may apply for a medical or religious accommodation prior to the start of employment.

Who You Are

• You’re good at what you do and possess the required experience to prove it.
• However, equally as important – you have a growth mindset; keen to drive your own personal and professional development.
• You are customer-focused – someone who prioritizes customer success in their work.
• And finally, you’re open and borderless – naturally inclusive in how you work with others.
• Required Skills and Experience 10+ years of experience in strategic partnerships, alliance management, or business development, ideally in consulting or technology services environments.
• Proven expertise managing ISV and OEM partnerships with a strong focus on commercialization and revenue delivery.
• Deep knowledge of software ecosystems, SaaS, OEM integration strategies, and commercial business models.
• Strong financial acumen with demonstrable experience structuring and negotiating resale commercial agreements Strong understanding of Kyndryl internal systems, particularly around procurement and finance functions.
• Exceptional stakeholder management skills and ability to influence across diverse teams and senior leadership layers.
• Entrepreneurial mindset with a results-driven approach to identifying and capturing revenue opportunities.
• Excellent communicator with outstanding negotiation, presentation, and interpersonal skills.
• Preferred Skills and Experience Bachelor’s degree or Master’s degree Sales experience in technical solutions Compensation The compensation range for the position in the U.S. is $161,520 to $290,760 based on a full-time schedule.
• Your actual compensation may vary depending on your geography, job-related skills and experience.
• For part-time roles, the compensation will be adjusted appropriately.
• The pay or salary range will not be below any applicable state, city or local minimum wage requirement.
• There is a different applicable compensation range for the following work locations: California (San Francisco Bay Area): $193,920 to $348,840 California (All Other): $177,720 to $319,800 Colorado: $161,520 to $290,760 Massachusetts: $161,520 to $319,800 New York City: $193,920 to $348,840 Washington: $177,720 to $319,800 Washington DC: $177,720 to $319,800 This position will be eligible for Kyndryl’s discretionary annual bonus program, based on performance and subject to the terms of Kyndryl’s applicable plans.
• You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off.
• Note: If this is a sales commission eligible role, you will be eligible to participate in a sales commission plan in lieu of the annual discretionary bonus program.
• Applications will be accepted on a rolling basis.
• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
• Being You Diversity is a whole lot more than what we look like or where we come from, it’s how we think and who we are.
• We welcome people of all cultures, backgrounds, and experiences.
• But we’re not doing it single-handily: Our Kyndryl Inclusion Networks are only one of many ways we create a workplace where all Kyndryls can find and provide support and advice.
• This dedication to welcoming everyone into our company means that Kyndryl gives you – and everyone next to you – the ability to bring your whole self to work, individually and collectively, and support the activation of our equitable culture.
• That’s the Kyndryl Way.
• What You Can Expect With state-of-the-art resources and Fortune 100 clients, every day is an opportunity to innovate, build new capabilities, new relationships, new processes, and new value.
• Kyndryl cares about your well-being and prides itself on offering benefits that give you choice, reflect the diversity of our employees and support you and your family through the moments that matter – wherever you are in your life journey.
• Our employee learning programs give you access to the best learning in the industry to receive certifications, including Microsoft, Google, Amazon, Skillsoft, and many more.
• Through our company-wide volunteering and giving platform, you can donate, start fundraisers, volunteer, and search over 2 million non-profit organizations.
• At Kyndryl, we invest heavily in you, we want you to succeed so that together, we will all succeed.
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• If you know someone that works at Kyndryl, when asked ‘How Did You Hear About Us’ during the application process, select ‘Employee Referral’ and enter your contact's Kyndryl email address.