Director, Customer Partner, Kyndryl Federal Defense

• 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.

• 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.

• 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.

• 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.

• 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.

• 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.