Who We Are
Kyndryl is a market leader that thinks and acts like a start-up. 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
A Technical Solutions Manager (TSM) is a senior technical professional responsible for the development and sales of Kyndryl’s technical solutions and value directly to customers at CxO level. By using a combination of Kyndryl and non-Kyndryl offerings, services, labour, assets, cloud, security, hardware, and software products, the TSM leads the creation of the value proposition, the solution and associated cost cases for complex, multi-year opportunities which meet the customer's requirements and assist in solving their business problems.
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The technical directions established by the TSM are the foundation of Kyndryl's solution and heavily influence sales, human resource, contract and delivery strategies for the engagement. The TSM owns the definition of the technical solution and is the primary source of engagement management and solution design for the given deal.- This is a client facing job role, the TSMs are expected to spend 40-70% of their time in face-to-face discussions with Kyndryl clients.
- They are responsible for the development and sales of Kyndryl Strategic Outsourcing solutions directly to clients.
- They lead multinational, multiple discipline teams of subject-matter experts, using a combination of Kyndryl standard and custom solutions and they orchestrate the development of complex, multiple year, custom solutions and associated cost cases, all with the goal to ensure consistent delivery of high quality services and/or solutions which meet client business and technical requirements and fulfill Kyndryl's obligations.
- Their leadership provides the foundation of the Kyndryl solution that influences our sales teams, human resources, C&N and delivery strategies for the engagement. TSMs own the definition of the services solutions, are accountable for the overall success of the engagement and are the primary source of Kyndryl engagement management and solution design around the world and across all product and technical disciplines.
- The TSM works in conjunction with the larger pursuit team (Sales, HR, C&N, Delivery, Pricing, Risk, etc) to deliver a winning solution.
- The TSM promotes and positions Kyndryl's key leading solutions to drive value to the client.
Key activities and responsibilities include:
- Articulating the business and technical value of our solutions and products to senior managers and technical decision makers (within Kyndryl and our customers).
- Positioning our technical solutions in competitive scenarios.
- Liaise between our worldwide and regional technical leaders.
- Own and drive technical solution strategy and design.
- Propagate technical Infrastructure Services solution assets and best practices.
- Remove technical barriers and motivate teams.
- Drive deals in the market and geographies assigned from time to time..
- Responsible for the development of competitive cost cases for complex, multi-year opportunities which meet the customer's requirements
- Responsible for understanding country specific requirements, and "localizing" global best practices.
- Create and use intellectual capital to solve diverse client issues in an innovative way.
TSM Responsibilities and Tasks Include
- Development of proposals to meet the customer requirements, including responding to RFI, RFP, RFQ and Tenders
- Development of Statements of Work (SOW’s)
- Development of pricing cases and project schedules
- Management of the opportunity through the Solution Design Process
- Management of the proposal team roles and tasks
- Opportunity engagement with Sales personnel and Customer
- Leading Client Presentations to articulate the value proposition and technical solution
- Taking corrective or preventative actions to ensure the proposal is prepared and the Solution Design processes are followed
- Ensuring all Kyndryl proposal sign-offs are obtained and that Business Controls are met.
Solutions include:
- Managed Services across on Prem and Private/Public Cloud covering Compute, Network and Storage
- Resiliency DR management, and development
- Cloud Solutions for Hybrid customers
- Service Desk, End user computing
- Mainframe and midrange services
Key Skills:
- Presales skills associated with responding to tenders, scoping, estimating and successfully managing the bid process through opportunity qualification through to signed contracts
- A minimum of 1 Hyperscaler vendor certification is preferred
- Experience with cyber security solutions is desirable
- Experience in service integration and management (SIAM) and tool such as Service Now is desirable
- Continuous Learning mentality and growth mindset
- Several years experience of running medium / large projects and working with third parties
- Excellent written and verbal communication skills including presentation skills
- Ability to work in a customer facing environment
- Ability to work as a team with Global counterparts.
- First-rate leadership skills
- First-rate negotiating skills
- First-rate presentation skills
- Needs to be politically astute
- Ability to manage multiple detailed solutions
Who You Are
Typical Experience:
- Proven experience in an information technology, systems integration or development field
- Experience in a presales, solution design or technical consulting roles
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. Our employee learning hub gives you access to the best learning in the industry to receive certifications and accreditations, including Microsoft University, AWS Cloud Center of Excellence, Udemy, and the Harvard Business Review. 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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