Director, Alliances Deal Maker - OEM Lead
About the role
We are seeking a seasoned Leader to drive the direct resell of ISVs and OEMs (Original Equipment Manufacturers). This role is crucial in achieving the multi-hundred million dollar target for resale of third-party equipment in the US geographic region.
Responsibilities
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 partners with the highest impact.
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, and favorable pricing. Navigate Kyndryl internal systems to maximize in-period revenue and profit.
Collaborate with consulting, technology, sales, and delivery teams to identify and close new opportunities. Drive adoption and scale through coordinated go-to-market initiatives.
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.
Monitor industry trends, competitive landscape, and emerging technologies within ISV and OEM ecosystems to proactively innovate partnership models and commercial approaches.
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.
Ensure close collaboration with Alliance Leaders to ensure that resale is a component of the overall governance and growth plan with the partner.
Requirements
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.
Exceptional understanding of Kyndryl internal systems, particularly around procurement and finance functions.
Strong 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.
Qualifications
Bachelor’s degree or Master’s degree in Business Administration, Computer Science, or a related field.
Experience in technology services or consulting environments preferred.
Skills
Strategic thinking and partnership management.
Commercialization and revenue realization expertise.
Financial analysis and negotiation skills.
Stakeholder management and relationship building.
Market intelligence and trend analysis.
Collaboration and coordination with cross-functional teams.
Benefits
At Kyndryl, we offer a comprehensive benefits package including medical and dental coverage, disability, retirement benefits, paid leave, and paid time off. Additionally, we provide access to learning programs, volunteering opportunities, and a variety of other perks to support your well-being and career growth.
Pay
The 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 location 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.
Schedule
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.