The RoleWe 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.
Key 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 AreYou'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.
Preferred Skills and Experience - Bachelor's degree or Master's degree
- Sales experience in technical solutions
CompensationThe 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. For part-time roles, the compensation will be adjusted appropriately. The pay or salary range will not be below any applicable state, city or local minimum wage requirement. There is a different applicable compensation range for the following work locations:
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, based on performance and subject to the terms of Kyndryl's applicable plans. You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off. Note: If this is a sales commission eligible role, you will be eligible to participate in a sales commission plan in lieu of the annual discretionary bonus program.
Applications will be accepted on a rolling basis.
Get Referred!If you know someone that works at Kyndryl, when asked 'How Did You Hear About Us' during the application process, select 'Employee Referral' and enter your contact's Kyndryl email address.
