Director, Alliances Deal Maker - OEM Lead

Who We Are

At Kyndryl, we design, build, manage and modernize the mission‑critical technology systems that the world depends on every day. So why work at Kyndryl? We are always moving forward – always pushing ourselves to go further in our efforts to build a more equitable, inclusive world for our employees, our customers and our communities.

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.

• 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:

• Differentiate Kyndryl as a reseller (leveraging deal registration, ease of procurement, favorable pricing).

• Navigate Kyndryl internal systems to ensure GvN and separability criteria to maximize 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.

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.

Kyndryl currently does not require employees to be fully vaccinated against COVID‑19; however, if you are hired to work at a client, customer, or partner location, you may be required to show proof of vaccination to align with their respective COVID‑19 policies. Those who believe they are eligible may apply for a medical or religious accommodation prior to the start of employment.

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 your work. And finally, you’re open and borderless – naturally inclusive in how you work with others.

• 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…