Associate Director, Technical Solutioning

**Who We Are**

At Kyndryl, 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**

Technical Solution Managers work as one of the fundamental team members of our technical pre-sales engagements, partnering with the Sales teams to create compelling, deliverable and winning solutions which drive valuable business outcomes for our customers. The role of the TSM is to help translate the customers business requirements into a technical solution which Kyndryl can deliver. The solution which the Solutioner creates finely balances the Customer, the Delivery team, and the Sales Commercials, working to produce a solution which satisfies all three. This is achieved by only proposing what we can deliver, identifying and managing risk, optimizing our solutions by incorporating standard service products and utilizing global delivery wherever possible in our solutions.

Most Solutioners have had experience in Delivery and/or Architecture. This is a benefit as they understand what is required to deliver a successful solution for the customer. Additionally, this experience is valuable when working directly with the customers, as customer conversations are meaningful and genuine. Also, this experience allows the Solutioner to translate the business requirement into a tangible technical solution.
- Develop and provide technical leadership during pre-sales activities with clients (briefings, workshops, POCs, etc.)
- Provide support directly to Kyndryl accounts and sales teams for customer meetings etc.
- Help qualify customer sales opportunities from a technical perspective.
- Select the appropriate product and Practice offerings that will meet a customer’s business objectives.
- Team extensively across Kyndryl’s Practices, Marketing, sales/presales, business and delivery organisations.
- Work with Kyndryl’s Alliances team and Business Partners.
- Be expected to manage multiple sales opportunities at a time.
- Typical contract value ranges from $10m to $500m
- Work with other Solutioner Managers to provide datacentre advice and guidance as required on complex and large multi-team technical sales engagements.
- Take E2E ownership of the complete technical solution and costing, technical solution documentation, RAID, RACI and architecture documentation.
- Need to be mobile and prepared to travel.
- Responsible for overall Cost, Solution Quality and Deliverability.
- Actively participates in the client proposal/responses and contract negotiations.
- Acts as arbitrator (bridge) between Sales/Delivery/Practices/Offerings teams/Accounts.
- Act as a leader in migration strategy development aimed at satisfying all parts of Customer and Kyndryl.
- Explaining solution, risks and reasoning for costs.
- Seeks to mitigate business and delivery risk within the solution.

**Who You Are**

**Key Skills/Experience**
- Relevant education
- 5 years or more of work experience
- High level knowledge of major server and storage architectures (hardware, software and operating systems).
- High level of knowledge of Hyper Scaler Cloud architectures, design, implementation and Cloud fundamentals.
- Proven track record in technical sales in IT services
- Pre-sales / bid-team experience including creation of cost models, SOWs, response to RFI/RFP etc.
- Experience of DC architecture design and implementation.
- Delivering against challenging time frames either alone, or as part of a team.
- Excellent oral, written communication and presentation skills for C-Level clients e.g. CIO, CTO, CFO.
- Able to work in a team of experienced solutioners.
- Ability to leverage the full breadth of Kyndryl and Partner’s services, labour, assets, and software products to develop complex, multi-year solutions and optimized cost cases that meet client requirements and needs considering the customers’ base case and Kyndryl’s profitability.
- Soft skills to enable ability to work well in conjunction with the larger pursuit team (Sales, TSM, HR, Legal, Delivery, Pricing, Risk, etc.) and deliver a winning team solution.
- Hyperscaler Certifications.

**Desired Skills/Experience**
- Experienced across a wide variety of vendor technologies.
- Cloud & virtualization
- Kyndryl solutioning tools - SDM experience
- Standards - ITIL, ISO 27002, etc.

Ce poste exige que l’employé travaille de façon régulière avec des intervenants de Kyndryl situés dans d’autres provinces canadiennes, aux États-Unis ou à l'international où l’anglais est la langue commune, ce qui fait de la connaissance de la langue anglaise une exigence pour ce poste et ce, en plus de la maîtrise du français.

(This position requires the employee to work on a regular basis with Kyndryl stakeholders located in other Canadian provinces, the Un