Job
Description
Youre good at what you do and possess the required experience to prove it. However, equally as important – you have a growth mindset; keen to drive your own personal and professional development. You are customer-focused – someone who prioritizes customer success in their work. And finally, you’re open and borderless – naturally inclusive in how you work with others. Required Skills and Experience: The Kyndryl CTA (Cross Industry) brings together knowledge across 3-4 industries with the credibility to build valued client relationships up to and including CIO,CTO,CxO level. This role requires expertise to oversee multiple new logos & with ability to shift focus to logos where there might be a potential opportunity arising. Critical to this role will be a deep understanding of the overall Digital WorkPlace Services, at least three industries and a successful track record in hunting IT services sales engagements. Your focus will be to identify new fields of interest for Digital Workplace Services in existing clients (farming) as well as new clients (hunting). CTA (Cross Industry) is responsible for pitching, identifying, developing, and closing integrated solutions that address their client's business needs (both from an industry and business point of view). A high calibre individual is sought to cover the breadth of responsibility outlined below. Primary Job Responsibilities: Customer Success – Act and become our customers’ trusted advisor within their specialty. Works within a practice but responsible for adjacent areas to provide a complete Kyndryl customer solution – Actively open doors and opportunities in other Kyndryl specialties by engaging with peers – Maintain and develop relationships with key alliance partners and ecosystems; create referenceable customers – Lead the technical / solution customer engagement as a technical solution expert, support the close of sale with the Customer Partner and Consult Partner – Has the eminence to deliver billable work for early engagement of the sales process and ensure follow through to create customer satisfaction Commercial Success – Assist the Customer Partner and Consult Partner to identify, develop and close deals through deep technical / solution expertise – Define a unique value proposition for respective area of expertise. Responsible for looking at the solution from a cross practice perspective to bring full value to the customer – Collaborate with internal and external stakeholders to generate a winning response and optimal technical solutions – Responsible to utilize the full breath of Kyndryl’s value propositions to develop profitable deals. Work with the pricing / commercial teams to ensure suggested solutions are profitable – Support in developing/repackaging solution capabilities aligned to deal characteristics and needs in the targeted account Distinctive Expertise – Develop understanding of best-in-class, profitable solutions to bring into customer discussions to develop the right winning solution – Leverage technology-specific expertise to support to win deals – Support selling new solutions/offerings with an understanding of Kyndryl services capabilities – Deep technical/solution expertise for respective area – Ensure customer satisfaction and act with integrity – Bring together Kyndryl deep technical and solution expertise with alliance partners for jointly successful pursuits. – Externally recognized as an expert in the technology and/or solutioning area Skills – Design use cases to articulate the user experience of customer’s employees in their use of devices, collaboration tools, and applications to perform their own job responsibilities. – Responsible to work on the creation of requirements, use cases, sequence diagrams, arch solution docs, Test cases and Acceptance criteria. – Lead the Microsoft space. Utilize Architecture Thinking and Methodology, Unified Endpoint Management (UEM), Offering/ Product Lifecycle Management, Cybersecurity and Data Privacy Compliance Posture, Digital Experience Monitoring (DEM), Cloud Computing Professional Expertise: You need to demonstrate the following professional expertise: Required: Degree or equivalent in Computer Engineering, Electrical Engineering or related (employer will accept a Bachelor's degree plus five (5) years of progressive experience in lieu of a Master’s degree) and one (1) year of experience as an Enterprise Architect or related. One (1) year of experience must include utilizing Architecture Thinking and Methodology, Unified Endpoint Management (UEM), Offering/ Product Lifecycle Management, Cybersecurity and Data Privacy Compliance Posture, Digital Experience Monitoring (DEM), Cloud Computing. Experienced C-level IT services seller, appropriate and articulate taking care of clients at the most senior levels You are expected to bring a network at CISO and C-level that you can easily approach A track record of sales leadership in negotiating and closing transformational services engagements A track record of meeting or exceeding sales goals. Highly organised, self-driven and able to work with minimal supervision. Ability to story tell and simplify the solution context and outcomes. Innovative and creative in solving complex problems. Ability to collaborate and bring together a unified approach with multiple stakeholders to deliver outcomes. Ability to sell in a virtual environment - given the ongoing pandemic you must be able execute meetings effectively while working remotely via tooling such as Teams, WebEx etc. You understand cross-industry and day-to-day concerns experienced by CxOs in running complex IT infrastructure environments together with an ability to position the unique value of our services to address these concerns Ability to develop and maintain comprehensive technical sales knowledge in cloud (services) solutions, along with financial and selling skills Personal drive, tenacity and energy and results oriented Strong communication and presentation skills with the ability to produce and deliver powerful and persuasive presentations - comfortable in presenting to both small and large audiences Excellent written and oral communication skills. Sales forecasting and deals / closure assessment traits and be a believer in CRM hygiene Key attributes required for success: Compelling at C-Level interactions. Acts entrepreneurially to grow (personal) business and team to identify / win deals. Clear domain expertise: Brings knowledge and reason for clients to engage. Connected in their market: able to open doors from past relationships. Skilled at building senior relationships & partnerships Bold thinker/creative: able to think outside the box and imagine / stretch to construct large opportunities
