Director, Consult Partner - State Local Government, California

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 go further in our efforts to build a more equitable, inclusive world for our employees, our customers and our communities.

About the role

Kyndryl Consult is the fastest-growing business unit within the organization and is instrumental to our overall strategic growth objectives. We are seeking an exceptional Government Leader (Consult Partner) to drive large-scale digital transformation and technology modernization programs across State and Local Government agencies. In this high-impact, individual contributor leadership role within a lean, senior team of five, you will serve as a trusted advisor to C-level state executives and department heads.

Primary Domain: Executive state government departments, cabinet-level agencies, state IT offices, and major municipal bodies. Secondary Scope: Selective engagement with Higher Education institutions and strategic public education systems as integrated components of state modernization agendas.

Operating Model: High autonomy and complete self-starter independence. You will manage end-to-end client engagements, lead pre- and post-deal execution, navigate internal governance (pricing, risk reviews, commercial structuring), and pull in cross-functional technical resources without relying on direct junior support teams.

Responsibilities

• Drive significant commercial outcomes across State and Local government accounts through new consulting engagements, cloud migrations, and managed services transformation.
• Originate, scope, and close high-value consulting opportunities, overseeing end-to-end fee negotiations, profitability metrics, margin management, and risk mitigation.
• Navigate complex public sector procurement vehicles (e.g., RFPs, RFIs, sole-source justifications, NASPO, OMNIA, state-specific master purchasing agreements).
• Serve as a primary trusted advisor to State CIOs, Chief Technology Officers, Cabinet Secretaries, Agency Directors, and Procurement Executives.
• Translate complex state policy goals, legislative mandates, and budget cycles (with specific focus on state fiscal year planning) into actionable IT transformation roadmaps.
• Establish strategic relationships across key state agency sectors, including:
  • Department of IT / Office of the CIO
  • Transportation & Infrastructure (e.g., Caltrans, State DOTs)
  • Health & Human Services / Public Health & Mental Health
  • Labor & Workforce Development
  • Housing & Community Development
  • Department of Tax & Revenue
  • Department of Corrections & Rehabilitation
• Provide executive oversight and strategic guidance to higher education and public sector educational entities where aligned with broader state IT priorities.
• Lead complex client engagements from pre-deal strategy through post-deal implementation planning and delivery oversight.
• Demonstrate complete operational independence—managing account strategy, building commercial pricing models, executing risk reviews, and orchestrating matrixed technical expertise across Kyndryl.
• Foster thought leadership, driving industry eminence, white paper contributions, and brand presence across state government technology forums.

Requirements

• Proven experience leading consultative technology sales, advisory services, or IT transformation programs within California State & Local Government.
• Success building relationships and closing complex technology agreements with State CIOs, agency executives, and public procurement leaders.
• Deep background in management or technology consulting with direct responsibility for driving revenue targets, profitability, and deal margins.
• Ability to independently manage end-to-end client strategies, deal pricing, and cross-functional teams in a lean environment.
• Experience with state public contracting laws, budget cycles, and regulatory frameworks including StateRAMP, FedRAMP, CJIS, and HIPAA.
• Experience working within top-tier management or technology consulting firms.
• Bachelor's or Master's degree in Business, Information Technology, Public Administration, or a related field.

Preferred Qualifications

• Leadership experience within government agencies (such as State CIO, Deputy CIO, or Agency IT Director) managing large-scale public sector modernization initiatives.
• Established network across California state agencies, municipalities, and educational institutions, with deep familiarity with California fiscal planning and budget cycles.
• Practical experience navigating public sector procurement vehicles, including RFPs, RFIs, NASPO, OMNIA, and GSA schedules.
• Proven track record leading digital equity initiatives, smart city programs, or public sector modernization efforts across multi-year sales cycles.
• Consulting experience at enterprise systems integrators or global management consultancies focused on public sector accounts.
• Exposure to public sector cloud ecosystems including Microsoft, Google Cloud, AWS, or Salesforce.
• Relevant public cloud certifications (e.g., AWS, Microsoft Azure, Google Cloud) or technology consulting credentials.

Pay

The compensation range for the position in the U.S. is $159,240 to $286,560 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: $175,080 to $343,920.

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.

Benefits

• Comprehensive benefits package including medical and dental coverage, disability, retirement benefits, paid leave, and paid time off.
• Employee learning programs with access to certifications from Microsoft, Google, Amazon, Skillsoft, and many more.
• Company-wide volunteering and giving platform to donate, start fundraisers, volunteer, and search over 2 million non-profit organizations.