Strategic Sales Role (Complex Seller)

About the role

At Kyndryl, we run and reimagine the mission-critical technology systems that drive advantage for the world's leading businesses. We are at the heart of progress; with proven expertise and a continuous flow of AI-powered insight, enabling smarter decisions, faster innovation, and a lasting competitive edge. For our people-Kyndryls-that means doing purposeful work that powers human progress. Join us and experience a flexible, supportive environment where your well-being is prioritized and your potential can thrive. This role is responsible for identifying, developing, and qualifying new logo business opportunities across large enterprise accounts. The position combines strong commercial acumen with a consultative, value‑driven mindset, positioning Kyndryl as a trusted advisor to senior decision makers. The focus of the role is on shaping complex opportunities from early identification through qualification, building strong client relationships, articulating clear business value, and working closely with internal teams and partners. Once opportunities reach maturity, they transition to the deal execution team, with continued engagement to ensure relationship continuity.

Responsibilities

• Identify and develop new logo opportunities within large enterprise organizations
• Build and maintain trusted relationships with senior client stakeholders , including CIO‑level and business leaders
• Lead early‑stage opportunity shaping , including discovery, qualification, and value definition
• Apply a consultative sales approach , understanding client business challenges and translating them into differentiated proposals
• Articulate compelling business cases , supported by financial, cost, and value models (e.g., ROI, TCO, business impact)
• Manage and maintain a healthy pipeline, ensuring accurate forecasting and visibility
• Collaborate closely with solution architects, consult teams, delivery experts, and partners to co‑create solutions
• Engage with the partner ecosystem (cloud, infrastructure, and technology partners) to strengthen value propositions
• Lead proposal contributions and support commercial discussions and negotiations in coordination with the deal team
• Ensure effective handover of qualified opportunities while maintaining continuity with the customer

Requirements

• Required Experience & Skills
• Proven experience in business development, consultative sales, or complex B2B selling in enterprise environments
• Strong commercial and financial acumen , with the ability to structure and defend value‑based business cases
• Experience working on multi‑stakeholder, long‑cycle opportunities
• Ability to engage confidently with senior client stakeholders and adapt messaging to different audiences
• Solid understanding of technology landscape, particularly: Hybrid infrastructure
• Cloud and cloud migration
• IT and application modernization
• Managed services and transformation programs
• Experience collaborating across cross‑functional teams and partner organizations
• Strong communication, negotiation, and stakeholder management skills
• Structured, resilient, and comfortable working in ambiguous or evolving situations
• Experience in IT services, consulting, or technology‑driven transformation programs
• Exposure to enterprise procurement and governance processes
• Experience working within global or matrixed organizations
• Fluent English; French also an asset
• Being You
• What You Can Expect
• From your very first day, you'll dive into impactful work that powers the systems our customers rely on every day. You won't just contribute-you'll make a difference, tackling meaningful projects that sharpen your skills and fuel your growth.
• We're here to champion your journey. With powerful tools to chart your career path, personalized developm

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