[Hiring] Director, Alliances Deal Maker - OEM Lead @Kyndryl

Role Description

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 differentiates Kyndryl as a reseller (leveraging deal registration/ease of procurement/favorable pricing).
  • Navigate 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, reselling 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.

Qualifications

• 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.

Requirements

• Bachelor’s degree or Master’s degree.
• Sales experience in technical solutions.

Benefits

• Comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off.
• Eligible for Kyndryl’s discretionary annual bonus program, based on performance.
• Participation in a sales commission plan in lieu of the annual discretionary bonus program for sales commission eligible roles.