495122BR
Why Kyndryl
Notre monde n'a jamais été aussi rempli d'opportunités et, chez Kyndryl, nous sommes prêts à les saisir. Nous concevons, construisons, gérons et modernisons les systèmes technologiques essentiels sur lesquels le monde dépend tous les jours. Kyndryl est au cœur du progrès et se consacre à aider les entreprises et les personnes à se développer. Nos collaborateurs découvrent, co-créent et se développent activement. Nous nous poussons et nous encourageons les uns les autres à chercher mieux, à aller plus loin, et nous transmettons cette énergie à nos clients. Chez Kyndryl, nous voulons que vous continuiez à grandir et nous vous offrirons de nombreuses opportunités pour y parvenir. Prenez note que le zone des candidats de Kyndryl sera hébergée par IBM pour une certaine période. Si vous avez déjà postulé un rôle chez IBM, vous pourrez vous connecter au portail de candidature en utilisant vos informations de connexion IBM précédentes. Une fois dans la zone des candidats, vous pourrez voir vos précédentes candidatures pour à la fois IBM et Kyndryl. Pour plus d'informations sur la confidentialité, veuillez consulter https://www.kyndryl.com/ca/fr/privacy
Your Role and Responsibilities
Kyndryl is the world's leading managed technology services provider. It has relationships with more than 4,600 technology-intensive, highly regulated clients in 115 countries, including more than 75% of the Fortune 100, a backlog of $60 billion, and more than twice the scale of its nearest competitor.
Kyndryl designs, builds, runs and modernizes vital systems that power today’s digital economy, a $500 billion market opportunity.
Be part of this exciting opportunity as a Kyndryl Industry Business Development Partner (BDP).
As a Kyndryl BDP you will bring together deep industry solution knowledge with the credibility and seniority to build trusted client relationships across the client CxO suite. This relationship driven role requires long term investment with a focused set of clients to convert strategic new logos into Kyndryl references over time. You will deeply engage with senior clients on relevant industry challenges and emerging trends. You will be seen as a leader within Kyndryl, you will contribute to the shaping of the organization culture post-split and participate in Kyndryl vertical IP development. Critical to this role will be a deep understanding of at least one industry and a successful track record in hunting large IT services sales engagements.
We are seeking a high caliber individual to cover the breadth of responsibility outlined below:
Target & onboard new logos and expand client portfolio in 1-2 focus industries
Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement with focus on shaping complex, multi-tower deals based on proactive market screening, account targeting, and business analysis techniques for potential engagement.
Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other Kyndryl groups
Will continue the client relationship beyond the end of the deal cycle in the long-term strategic nature of the role
Conceptualize and execute strong “win strategy” to convert new clients/deals and grow the client portfolio
Learn, know and bring the “best of Kyndryl” to client (offerings, use cases, etc.)
Collaborate with teams across Kyndryl as appropriate; support Deal Maker & Specialty Sellers in closing qualified leads
Develop pursuit strategy with Deal Maker or Specialty Seller (depending on deal complexity)
On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure
Drive client growth by developing extensive executive & senior management relationships in client organizations
Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion materials
Understand client requirement & act as primary client contact for all escalations
Key attributes required for success:
Industry
Proven industry expertise in 1-2 verticals; recognized as an industry thought leader
Possesses external eminence in relevant circles (e.g., industry board, certifications, networking group leader…)
Demonstrated ability to engage with CxO-level clients on their industry challenges & trends
Firm understanding of Kyndryl competitor’s tactics and capabilities for the requisite industries
Relationships
Proven experience in CxO-level client relationships
Ability to navigate independently through client organizations to get to the key decision makers
Gravitas & personal brand to be truly heard by CxO level clients
Connected in their market: able to open doors from past relationships
Leadership
Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements
Proven experience leading and shaping a large sales organization to generate pipeline
Demonstrated high level of business acumen and leadership through P&L responsibility
Ability to lead and manage across a portfolio of clients generating significant pipeline and signings for key industry clients (5-8 clients at a time)
Sales
Credible results in building and managing large IT services sales pipeline
Bold and entrepreneurial thinker: able to think outside the box and imagine / stretch to construct large opportunities
A strong consultative seller with significant experience in building senior relationships & partnerships
Masters and applies expert knowledge of client's strategy, business priorities and initiatives to develop compelling and innovative buying visions
Required Technical and Professional Expertise
Minimum 8 years in identifying and successfully winning highly complex full-solution IT engagements with clients;
You will have a track record in successful business development across key areas of IT outsourcing and transformation including - infrastructure, application management, integration services, consulting services, etc;
Contribute to many decisions ("go" or "no go") on whether to invest company resources to further qualify, assess risk and feasibility of potential opportunities;
Devised and articulate many unique and compelling value propositions (which typically include a diverse array of customized components), so that client decision-makers grasp the short and long-term business and financial value of a relationship with service providers.
Preferred Technical and Professional Experience
Proven industry expertise in 1-2 verticals; recognized as an industry thought leader
Proven experience in CxO-level client relationship
Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements
Required Education
Bachelor's Degree
Preferred Education
Master's Degree
Eligibility Requirements
Must have the ability to work in Canada without sponsorship.
Country/Region
Canada
State / Province
ONTARIO
City / Township / Village
Ottawa
Being You @ Kyndryl
Kyndryl is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. Kyndryl is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
Other things to know
For additional information about location requirements, please discuss with the recruiter following submission of your application.
Primary job category
Sales
Role ( Job Role )
Business Development Executive
Employment Type
Full-Time
Contract type
Regular
Position Type
Professional
Travel Required
Up to 40% or 2 days a week (home on weekends- based on project requirements)
Company
(Y009) Kyndryl Canada Limited
Is this role a commissionable/sales incentive based position?
Yes