Partner Sales

**Your Role and Responsibilities**

The Sales partner fosters new relationships and opportunities in assigned customers
- ** Customer Success**
- Develop executive relationships at assigned customers; create referenceable customers
- Become a trusted customer partner through consultative selling approach
- Oversee and assess multiple customers to bring “the best of Kyndryl”
- ** Commercial Success**
- Recommend whether to engage and where a potential opportunity may arise or refer opportunities to other Kyndryl groups
- Collaborate with the Partner and account team to drive success
- Responsible for identifying and executing end-to-end profitable opportunities including shaping of the deal, customer engagement, and deal closing
- Collaborate with teams across Kyndryl as appropriate to drive growth and sales
- ** Distinctive Expertise**
- Bring and develop knowledge across 2-4 industries to foster deep solution knowledge
- Have strong knowledge of Kyndryl’s offerings and translates into actionable customer solutions
- Ensure customer satisfaction and act with integrity
- ** People**
- Invest in the development of the people on the account and across Kyndryl to develop the next generation of talent
- Support Kyndryl in achieving its Diversity, Equity and Inclusion goals
- Act as a steward of the Kyndryl culture

**Role Partner Sales levels & expectations**
- ** Partner**
- Develops relationship with mid-level business and IT leaders at scale companies that are assigned customers
- Builds upon an understanding of 2-4 industries, their challenges, and how Kyndryl offerings can add value
- Has end-to-end accountability for expanding the business in the assigned customers, or segment of a customer in event of large core account
- Manages day-to-day customer interactions with clear knowledge of the technical challenges, solutions, potential moves/changes and interactions required of other teams
- Builds personal relationships, closes deals, and wins business together with external partners to enable we bring the best solution to our customers
- Drives customer satisfaction and acts with integrity
- ** Senior Partner**
- Develops relationships with senior and C-level executives in business and IT at large global companies that are assigned customers
- Delivers on assigned customer growth agenda
- Has end-to-end accountability for expanding portfolio of smaller, high-volume accounts
- Possesses mastery in 2-4 focus industries as a leader with inside out knowledge; able to drive solutions and identify how Kyndryl can add value
- Manages day-to-day customer interactions for target logos and effectively coordinates with other teams
- Builds personal relationships, closes deals, and wins business together with external partners to enable we bring the best solution to our customers
- Drives customer satisfaction and acts with integrity

**Skills**
- ** Customer value creation**
- Achieves compelling business value for customers. Several ways to create value: growth, cost savings, innovation, service quality, customer satisfaction, enabling strategic moves such as entering new markets, etc.
- ** Understanding of customer strategy**
- Understands customer’s vision, goals and strategy and how Kyndryl’s services will help enable/drive better customer outcomes; Demonstrates ability to position Kyndryl as a strategic partner versus just a technology services vendor
- ** Relationship: seniority**
- Builds a network of personal customer executive relationships (business leaders + IT leaders) on customer accounts served
- ** Relationship: longevity**

***- Builds long-term, 1+ year relationships within and outside of current accounts that may or may not result in in-year revenue, but drive demand for Kyndryl. Invests in growing personal network
- ** Customer references**

***- Creates customer reference accounts to be shared externally each year
- **Selling**
- Collaboratively works with Partners (and other partners) to upsell/cross sell Kyndryl services, overseeing and assessing multiple customers
- ** Opportunity Management**
- Manages sales cycle end-toend: from opportunity qualification to proposal development to securing the sale to maximizing win rates
- ** External Ecosystem**
- Collaborates with Kyndryl’s external partners to generate demand for Kyndryl and more effectively serve customers
- ** Financial Acumen**
- Has financial skills, including pricing, to ensure solutions are financially attractive to both customer and Kyndryl
- ** Teaming**
- Collaborates with Partners, Delivery Partners, A&IS Partners, Deal Makers, external partners, and others to generate and win opportunities
- ** Industry Expertise**
- Builds meaningful expertise in a few industries
- ** Consultative approach**
- Leads with business value and works with customers to identify pain points and solutions that bring value to customers and support Kyndryl’s growth strategies. Compares Kyndryl’s solution to competitors and can communicate