Director, Customer Partner, Kyndryl Federal Defense

The posting

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.

The Role

As Director, Customer Partner, Kyndryl Federal Defense, you will be a senior Federal growth executive responsible for helping build Kyndryl Federal's Defense business.

This is not a traditional Customer Partner role inheriting a mature portfolio. The initial mandate is to create growth in Defense markets where Kyndryl has significant whitespace: establish senior customer relationships, identify mission and technology priorities, develop account-entry strategies, originate qualified pipeline, shape complex opportunities, build the partner ecosystem required to compete, and convert those opportunities into significant new business.

You will develop and execute growth strategies across targeted Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations. You will engage senior mission, technology, program, acquisition, and executive stakeholders well before formal procurements and connect their priorities with Kyndryl's consulting, integration, managed services, infrastructure, cloud, cybersecurity, data, AI, and partner capabilities.

Success requires an entrepreneurial, hands-on growth leader who knows how to build a Federal business from whitespace—not simply manage an established account. You will personally originate opportunities, orchestrate Kyndryl and partner resources, shape acquisition and competitive strategies, and lead complex pursuits from early customer engagement through qualification, capture, proposal, negotiation, award, and transition to delivery.

As the Defense portfolio grows, the role will evolve into senior Customer Partner leadership with responsibility for customer strategy, account growth, revenue, profitability, customer satisfaction, operational performance, and continued expansion of the portfolio.

Drive Kyndryl Federal Defense Growth

• Develop and execute growth strategies across targeted Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations.
• Build and maintain sufficient qualified pipeline coverage to support annual Defense growth objectives, with particular emphasis on self-originated opportunities created before formal procurement activity.
• Translate Defense mission priorities, funding requirements, appropriations and budget signals, acquisition strategies, modernization triggers, and technology needs into differentiated and actionable Kyndryl solutions.
• Personally originate and lead complex opportunities from early customer engagement and qualification through capture, proposal development, negotiation, closure, and effective handoff to delivery.
• Establish measurable account penetration, pipeline, signings, revenue, and backlog objectives for assigned Defense markets and drive commercially sound outcomes against those objectives.
• Develop customer-specific growth and pursuit strategies addressing decision makers, mission priorities, acquisition pathways, contract access, competitive and incumbent position, partner strategy, pricing, and actions required to improve probability of win.

Build Strategic Customer Relationships

• Establish and maintain trusted relationships with senior Defense mission, technology, acquisition, program, contracting, and executive stakeholders.
• Engage customers well before an active procurement to understand emerging mission requirements, funding priorities, modernization needs, and acquisition pathways and to identify opportunities where Kyndryl can create meaningful value.
• Position Kyndryl as a strategic partner by connecting the company’s global capabilities, technology partnerships, intellectual property, and delivery expertise to Defense priorities.
• Lead senior customer negotiations and help define pricing and commercial strategies for complex, multi-offering opportunities.
• Build customer advocacy and develop long-term relationships that create access, credibility, repeatable opportunity flow, and sustainable growth.

Lead Complex Deals and Market Engagement

• Shape compelling value propositions and account-entry strategies that differentiate Kyndryl and respond to customer mission, market, security, acquisition, and incumbent dynamics.
• Lead cross-functional teams through opportunity origination, qualification, capture strategy, competitive assessment, teaming, solution development, pricing, proposal preparation, executive reviews, negotiations and closure.
• Orchestrate Kyndryl and partner capabilities to develop integrated solutions across consulting, managed services, systems integration, cloud, infrastructure, cybersecurity, data, artificial intelligence, and other relevant technologies.
• Apply sound financial and commercial judgment to balance growth, profitability, customer value, delivery feasibility, and business risk.
• Maintain accountability for an effective handoff to delivery and remain engaged to support customer outcomes and satisfaction.

Build the Defense Business for the Future

• Help establish Kyndryl Federal’s presence, credibility, and go-to-market strategy across the Defense market, including where Kyndryl has limited incumbent position or established pipeline.
• Develop the ecosystem required to accelerate Defense growth, including strategic OEM relationships, technology partners, Federal systems integrators, small-business partners, contract-vehicle partners, and other teaming relationships
• Provide market insight and leadership that strengthen Kyndryl Federal’s Defense strategy, offerings, partnerships, contract access, and competitive position.
• As the portfolio matures, assume broader responsibility for customer strategy, account growth, profitability, operational performance, customer satisfaction, and financial outcomes while contributing to a collaborative, accountable, growth-oriented culture.

The role follows a build-win-lead progression. Build: establish relationships, market presence, partner ecosystem, account-entry strategies, and qualified pipeline. Win: shape and close strategic opportunities, establish initial customers and backlog, and expand Kyndryl's Defense footprint. Lead: become the senior Customer Partner responsible for the resulting portfolio, including customer relationships, growth, revenue, profitability, satisfaction, and long-term account strategy.

Who You Are

You are a recognized and credible Federal Defense growth leader who understands how mission priorities become funded programs and procurements. You build relationships well before an RFP is released, recognize modernization and acquisition triggers others may miss, and know how to combine customer needs, acquisition strategy, contract access, technology capabilities, and partners to create winnable opportunities. You are comfortable entering underpenetrated accounts where your organization is not the incumbent or dominant provider.

Your background may be in Federal business development, growth, capture, consulting, or account leadership. The title matters less than the evidence: you have personally entered underpenetrated Defense accounts, established senior relationships, originated opportunities before RFP release, built teams around those opportunities, and converted them into meaningful signings and revenue. You operate effectively in an entrepreneurial environment where market position, account infrastructure, pipeline, relationships, and internal operating mechanisms are still being built, and you are comfortable personally doing the work required to create momentum.

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 vaccination policies. Those who believe they are eligible may apply for a medical or religious accommodation prior to the start of employment.

Who You Are

Required Skills and Experience

• 10+ years of relevant Federal market experience, including significant experience supporting the Department of War.
• Established relationships and demonstrated credibility across Military Departments, Defense Agencies, Combatant Commands, or related Defense mission organizations.
• Demonstrated personal track record of originating, shaping, and converting substantial Federal technology, consulting, systems integration, or managed services opportunities, including opportunities created before formal solicitation.
• Strong understanding of the Federal and Defense acquisition lifecycle, appropriations and budget processes, contract vehicles, acquisition pathways, and competitive procurement strategies, with demonstrated ability to identify where mission priorities intersect with funded programs, contract access, and realistic procurement timelines.
• Demonstrated success winning in Defense accounts where your organization began with limited incumbent position, including developing differentiated account-entry strategies and competing effectively against established Federal contractors.
• Extensive executive customer engagement and relationship-management experience.
• Experience leading high-value business development, capture, and deal activities end-to-end, including opportunity origination, qualification, competitive strategy, teaming, solution shaping, proposal development, pricing, negotiations, and closure.
• Proven ability to lead multidisciplinary teams across sales, consulting, solutioning, delivery, finance, pricing, contracts, and partner organizations.
• Strong financial and commercial acumen, including experience driving signings and revenue while managing margin expectations and business risk.
• Knowledge of technology and market trends relevant to Defense modernization, with the executive presence to translate technology capabilities into mission outcomes.
• Ability to meet applicable Kyndryl Federal and customer security requirements.
• Active security clearance appropriate to the targeted Defense market; final level and access requirements will be confirmed based on assigned accounts and customer requirements.

Preferred Skills and Experience

• Bachelor’s or master’s degree.
• Experience with complex, multi-offering or multi-tower technology solutions.
• Experience developing strategic alliances, teaming arrangements, contract-access strategies, and partner-led go-to-market strategies in the Defense market, including OEMs, Federal systems integrators, and small-business partners.
• Demonstrated success operating in a build-stage or entrepreneurial Federal environment with limited existing account infrastructure, incumbent position, or pipeline.

The compensation range for the position in Washington DC: $177,720 to $319,800 based on a full-time 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. 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.

Applications will be accepted on a rolling basis.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Being You

Diversity is a whole lot more than what we look like or where we come from, it’s how we think and who we are. We welcome people of all cultures, backgrounds, and experiences. But we’re not doing it single-handily: Our Kyndryl Inclusion Networks are only one of many ways we create a workplace where all Kyndryls can find and provide support and advice. This dedication to welcoming everyone into our company means that Kyndryl gives you – and everyone next to you – the ability to bring your whole self to work, individually and collectively, and support the activation of our equitable culture. That’s the Kyndryl Way.

What You Can Expect

With state-of-the-art resources and Fortune 100 clients, every day is an opportunity to innovate, build new capabilities, new relationships, new processes, and new value. Kyndryl cares about your well-being and prides itself on offering benefits that give you choice, reflect the diversity of our employees and support you and your family through the moments that matter – wherever you are in your life journey. Our employee learning programs give you access to the best learning in the industry to receive certifications, including Microsoft, Google, Amazon, Skillsoft, and many more. Through our company-wide volunteering and giving platform, you can donate, start fundraisers, volunteer, and search over 2 million non-profit organizations. At Kyndryl, we invest heavily in you, we want you to succeed so that together, we will all succeed.

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