Sr Manager, NAM Partnerships - Kyndryl

Job Summary

You will manage GTM activities for the Kyndryl Americas business, working with the NAM GSI RVP to develop and support the GTM activities across specific segments in the GTM region (Strategic, Majors, Enterprise). The GTM Manager will work with in-region core and specialist sales teams, working closely with Kyndryl counterparts to promote joint sales plays and drive net-new business and incremental market share. The role will focus on delivering measurable results, including increased bookings and increased net-new customer acquisition through sales and marketing efforts. Collaborate with cross-functional internal and partner teams to drive GTM sales, marketing and enablement motion. Prepare and deliver partner plans and support partner business reviews.

Your Impact

• Co-develop with the local Kyndryl team, with support from the NAM GSI RVP, the Americas business plan that will provide appropriate execution steps to achieve target growth by:
  • Kyndryl 's Industry Segments & Market Units
  • Palo Alto Networks' Sales Segments (Strategic, Majors, Enterprise).
• Build a regular cadence of relationship-building, responsible for "partner peering" exercises to enable stronger partnerships
• Work at a deal level to facilitate the joint pipeline, provide weekly tactical support on pipeline development progress, order management and ensure purchase orders are submitted in a timely manner according to Sales forecasts in Salesforce
• Educate the North America Kyndryl team on our enterprise security platform value proposition to drive growth
• Build relationships with the relevant Kyndryl & Palo Alto Networks Regional Leads, to help support the business (training, enablement, marketing, sales, support, etc.)
• Accept inbound and perform outbound telephone calls and make weekly onsite visits to regional Kyndryl teams, to identify new sales opportunities, enable pipeline growth, and drive connectivity and relationship building
• Work with joint country leadership (Sales, SE, Marketing, Channel) to implement local business plans. Ensure the right cross-functional and decision-making stakeholders at Kyndryl are involved in the Business Plan process and sign-off on its approval
• Develop and lead Quarterly Business Reviews (QBR) with cross-functional stakeholders from both organizations to measure progress against mutual business objectives
• Share and communicate Kyndryl development needs to internal teams; translate needs into solutions
• Actively work with the Kyndryl teams to proactively generate leads and to have Palo Alto Networks introduced to Accenture clients and prospects
• Balance short-term initiatives with longer-term development objectives
• Work with sales team on tactical deal-level pricing strategies and leveraging additional investment and enablement capacity

Qualifications

Your Experience

• Education to degree level in business or similar discipline
• Minimum 10 years of sales experience in a hi-tech environment focusing on services.
• Minimum 5 years in indirect sales with proven experience in partner management with System Integrators and or tier-one Value Added Partners across multiple countries including a track record of service creation.
• Kyndryl partner management experience preferred.
• Cybersecurity experience preferred but not required
• Proven sales campaign management abilities, ideally with multiple Routes-To-Market (e.g., MSSP, Resale, Influence).
• Experience of using and implementing structured sales techniques spanning the entire sales cycle i.e. identification and qualification of opportunities, business development, order fulfillment, and ongoing account management
• Strong understanding of GSI GTM models
• Understanding of Gross Margin and Margin Blend and be able to conduct CxO conversations
• Demonstrable track record of campaign delivery. The ability to use a wide range of skills (listening, questioning, qualifying, gaining commitment, negotiating, summarizing, closing, etc.) in order to achieve targets
• Results-oriented with a proven ability to deliver against stretch targets
• Maturity to display natural team leadership as well as team player skills
• Articulate verbally and in writing
• Excellent presentation skills with the ability to influence at senior levels within a Partner organization
• Commercially astute, with the ability to promote and sell the company offer on a conceptual basis and through highlighting business benefit as well as product features

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$272,000.00 - $374,000.00/yr