Director, Customer Partner

This is a fully remote position, open to applicants in District of Columbia, +3 more states.

📋 Description

• Drive the expansion of Kyndryl Federal's Defense business in markets with limited penetration.

• Cultivate senior-level customer relationships and pinpoint mission and technology priorities.

• Formulate account-entry tactics and generate a qualified sales pipeline.

• Navigate complex opportunities from initial customer engagement through qualification, capture, proposal, negotiation, award, and transition to delivery.

• Create and implement growth strategies across Military Departments, Defense Agencies, Combatant Commands, and other Defense mission entities.

• Convert Defense mission priorities, funding needs, appropriations, budget indicators, acquisition strategies, modernization triggers, and technology requirements into Kyndryl solutions.

• Set objectives for account penetration, pipeline, signings, revenue, and backlog.

• Design customer-specific growth and pursuit strategies.

• Lead negotiations with senior customers and establish pricing and commercial strategies.

• Cultivate strategic customer relationships and advocacy.

• Guide cross-functional teams through opportunity origination, qualification, capture, collaboration, solution development, pricing, proposal preparation, executive reviews, negotiations, and closure.

• Coordinate Kyndryl and partner capabilities across consulting, managed services, systems integration, cloud, infrastructure, cybersecurity, data, and artificial intelligence.

• Ensure a seamless transition to delivery and maintain engagement in customer outcomes and satisfaction.

• Enhance Kyndryl Federal's Defense market presence, go-to-market strategy, partner ecosystem, and competitive standing.

• As the portfolio develops, take charge of customer strategy, account growth, profitability, operational performance, customer satisfaction, and financial results.

⛳️ Requirements

• 10+ years of pertinent experience in the Federal market, with substantial experience supporting the Department of War.

• Established relationships and proven credibility with Military Departments, Defense Agencies, Combatant Commands, or similar Defense mission organizations.

• A proven personal record of originating, shaping, and converting significant Federal technology, consulting, systems integration, or managed services opportunities, including those initiated prior to formal solicitation.

• In-depth understanding of the Federal and Defense acquisition lifecycle, appropriations and budget processes, contract vehicles, acquisition pathways, and competitive procurement strategies.

• Proven success in winning Defense accounts where the organization started with a minimal incumbent position.

• Extensive experience in executive customer engagement and relationship management.

• Experience overseeing high-value business development, capture, and deal activities from start to finish.

• Demonstrated ability to lead multidisciplinary teams across sales, consulting, solutioning, delivery, finance, pricing, contracts, and partner organizations.

• Strong financial and commercial insight.

• Awareness of technology and market trends pertinent to Defense modernization.

• Capability to meet applicable Kyndryl Federal and customer security requirements.

• Active security clearance suitable for the targeted Defense market.

• Bachelor’s or master’s degree (preferred).

🏝️ Benefits

• Discretionary annual bonus program based on performance.

• Medical and dental coverage.

• Disability benefits.

• Retirement benefits.

• Paid leave.

• Paid time off.

• Employee learning programs and access to certifications, including Microsoft, Google, Amazon, and Skillsoft.

• Company-wide volunteering and giving platform.

• Access to state-of-the-art resources and Fortune 100 clients.