Director, Alliances Deal Maker – OEM Lead
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Job Description
Director handling ISV and OEM partnerships for revenue growth at Kyndryl. Leading commercialization and strategic execution of partnership strategies to meet multi-million dollar targets.
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 the partners that have 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.
- Collaborate with consulting, technology, sales, and delivery teams to identify and close new opportunities.
- Build trusted partnerships with senior executives and commercial leaders both internally and at partner organizations.
- Lead complex negotiations around commercial terms, re selling agreements, and alliance contracts.
- Monitor industry trends, competitive landscape, and emerging technologies within ISV and OEM ecosystems.
- Define and track key revenue and performance metrics for ISV and OEM partnerships.
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
- Strong understanding of Kyndryl internal systems, particularly around procurement and finance functions.
- Exceptional 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.
Benefits:
- medical and dental coverage
- disability
- retirement benefits
- paid leave
- paid time off
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