Director, Alliances Deal Maker - OEM Lead

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. 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), navigates 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. 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. 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. Bachelor’s degree or Master’s degree. Sales experience in technical solutions. Preferred Skills and Experience 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. 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. You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off. If this is a sales commission eligible role, you will be eligible to participate in a sales commission plan. Equal Employment Opportunity 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. We welcome people of all cultures, backgrounds, and experiences. #J-18808-Ljbffr 1000 Kyndryl, Inc.