Business Development Partner

**Your Role and Responsibilities**
- **Customer Success**
- Understand customer’s business imperatives, articulate Kyndryl's relevance to these imperatives, and leverage consultative selling to establish Kyndryl as a key participant in customer's business ecosystem
- Build and maintain long-term sustainable customer relationships with CxOs of assigned strategic new logos; create referenceable customers
- ** Commercial Success**
- Grow assigned strategic new logos that has potential to grow into a Core account.
- Likely success comes from developing and closing A&IS projects to start to then build into larger pursuits. Aim is to have multiple signings within the strategic new logos assigned within 1st year and to develop into large opportunity within 2-3 years
- Responsible to bring all of Kyndryl’s value propositions together to develop, progress and close profitable deals.
- ** Distinctive Expertise**
- Bring, maintain, and develop deep knowledge of Kyndryl’s offerings and bring “the best of Kyndryl”
- Build deep market and/or industry knowledge to forge relationships with buyers of target customers
- Identify potential business challenges for customers and identify technology-led solutions to address challenges and unlock value for customer
- Ensure customer satisfaction and acts 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 multiple large, local or global new logos and drives to deal closure within a 1-3 years period
- Has 3-4 promotor relationships at the CxO level, remains a trusted advisor for customers over a long period of time
- Cultivates long-term relationships with customers, influencing customers to sole-source or use fewer competitors to Kyndryl
- Identifies complex Kyndryl solutions to solve customers’ business imperatives; contributes to Kyndryl practices to improve offerings
- Develops mastery of customer business imperatives in context of industry dynamics and solidify Kyndryl's relevance
- Ensures Kyndryl is sought out as a key participant in customer’s business ecosystems; externally recognized as an expert in a practice or industry, uses this to recommend relevant Kyndryl products.
- Develops, progresses and closes profitable deals using all of Kyndryl’s value propositions and ecosystem
- Has deep relationships with senior leaders at third party advisors and influence TPAs to recommend Kyndryl
- Drives customer satisfaction and acts with integrity
- ** Senior Partner**
- Develops multiple large, local or global new logos and drives to deal closure within a 1-3 years period
- Has more than 5 promotor relationships at the CxO level, remains a trusted advisor for customers over a long period of time
- Cultivates long-term relationships with customers, influencing customers to sole-source or use fewer competitors to Kyndryl
- Identifies complex Kyndryl solutions to solve customers’ toughest business imperatives; contributes to Kyndryl practices to improve offerings
- Develops mastery of customer business imperatives in context of industry dynamics and solidify Kyndryl's relevance
- Ensures Kyndryl is sought out as a key participant in customer’s business ecosystems; externally recognized as an expert in a practice or industry, uses this to recommend relevant Kyndryl products
- Develops, progresses and closes profitable deals using all of Kyndryl’s value proposition and ecosystem
- Has deep relationships with senior leaders at third party advisors and influence TPAs to recommend Kyndryl
- 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
- ** Customer relationship**
- Develops advocacy across customer senior technology leaders that drive demand for Kyndryl
- ** Customer references**

***- Creates customer reference accounts to be shared externally each year
- ** Customer references**

***- Creates customer reference accounts to be shared externally each year
- **Lead Generation**
- Manage sales cycle end to end, from helping to generate leads to managing opportunity through pipeline
- ** Opportunity Management**
- Manages sales cycle end-toend: from opportunity qualification to proposal development to securing the sale to maximizing win rates
- ** Solutionin