Director, Alliances Deal Maker - AWS

About the Company

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

Join Kyndryl as a Director, Alliances Deal Maker – AWS and take your career to new heights. We are seeking an exceptional individual who thrives in a fast‑paced, high‑stakes environment, where every deal is an opportunity to make a significant impact. As Kyndryl’s Director, Deal Maker – AWS, you will bring deep expertise in Amazon Web Services’ partner ecosystem, cloud migration frameworks, and consumption‑based commercial models to every deal you support and shape.

As an Alliances Deal Maker at Kyndryl, you will be at the forefront of our sales activities, supporting complex, multi‑tower, multi‑million‑deal from qualification to closure. You will shape the Alliance dimension of high‑stakes opportunities, contribute to negotiations with top‑level executives including CxOs, and drive deals to close. You will demonstrate expertise in pricing and commercial strategies, leveraging insights from our pricing experts.

In this role you will drive success in Core and Strategic accounts by creating Kyndryl’s unique and compelling propositions tailored to market demands and customer requirements. Collaboration will be key as you work closely with internal stakeholders to gather necessary documents and technical solutions for bid submissions. Your deal‑crafting skills will define winning propositions and support the end‑to‑end response for complex deals, leading the integration of Alliance content to craft a competitive commercial model and align relationships to facilitate closure.

Your knowledge of the AWS partner program – including co‑sell motions, AWS Marketplace mechanics, and Funding Programs such as MAP and MDF – will allow you to secure maximum benefit for Kyndryl’s deals and our customers.

Your passion for profitable growth will shine through as you support contract negotiations, leading the Alliance dimension to ensure the right technology and commercial outcomes for both our organization and our clients. You will play a crucial role with both new and existing customers, acting as a bridge between our talented teams throughout the deal process and the customer organization.

A core part of your responsibilities will involve compiling, refining, and owning the final proposal documents, presenting technical content and designs professionally and concisely. Your keen eye for detail and commitment to excellence will establish a robust reporting and governance process to monitor the success of our deals.

You’re good at what you do and possess the required experience to prove it. You have a growth mindset, are keen to drive your personal and professional development, are customer‑focused, and are open and borderless – naturally inclusive in how you work with others.

• High level of industry‑specific solution expertise and demonstrated sales techniques
• Proven experience in conceptualizing and executing bid activities and deals
• 10 years of experience in sales, business development, and leading the Alliance component of complex, multi‑tower customer negotiations
• Deep knowledge of the AWS alliance, including hands‑on experience working for AWS or previously selling AWS‑based solutions in the market, inclusive of the technical aspects of cloud infrastructure and migration services
• Experience selling in a matrix environment and proven ability to work across multiple stakeholders (Kyndryl, Alliance, and Customer) to drive the optimal outcome
• Outstanding client management and relationship skills, with demonstrated ability to establish a network of industry contacts, engage in multi‑alliance collaboration, and influence senior stakeholders

• Bachelor’s degree or Master’s degree
• Sales experience in technical solutions

The compensation range for the position in the U.S. is $161,520 to $290,760 based on a full‑time schedule. Your…