Strategic Sales Role (Complex Seller)

Who We Are 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. The Role 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. Key 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 Who You Are 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 Preferred Qualifications * 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 The “Kyn” in Kyndryl means kinship, which represents the strong bonds we have with each other, our customers and our communities. We focus on ensuring all Kyndryls feel included and we welcome people of all cultures, backgrounds, and experiences. Even if you don’t meet every requirement, we encourage you to apply. We believe in growth, and we’re excited to see what you can bring. At Kyndryl, employee feedback has told us that our number one driver of employee engagement is belonging. That sense of belonging — being a valued, respected, trusted member of the team — is fundamental to our culture and fueling great experiences for our customers. This dedication to welcoming everyone into our company means that Kyndryl gives you the ability to thrive and contribute to our culture of empathy and shared success. That’s The Kyndryl Way. What You Can Expect Your career with us isn’t just a job—it’s an adventure with purpose. We offer a dynamic, hybrid-friendly culture that supports your well-being and empowers you to grow. Our Be Well programs are thoughtfully designed to support your financial, mental, physical, and social health—because we know that when you feel your best, you do your best. 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 development goals aligned with your ambitions, and continuous feedback to keep you inspired and on track, you’ll have everything you need to thrive and evolve. You’ll develop in-demand skills to grow your career and achieve your ambitions with access to cutting-edge learning opportunities—from certifications with Microsoft, Google, and Amazon to coaching and hands-on experiences. And through it all, you’ll be part of a culture that values empathy, restless learning, and a devotion to shared success. We want you to thrive here—and we’re committed to helping you do just that. Ready to make an impact? Join us and help shape what’s next. Get Referred! If you know someone that works at Kyndryl, when asked ‘How Did You Hear About Us’ during the application process, select ‘Employee Referral’ and enter your contact's Kyndryl email address.

Identify and develop new logo business opportunities within large enterprise accounts through a consultative, value-driven approach. Shape complex opportunities from early identification to qualification and maintain senior-level client relationships before transitioning deals to execution teams.

Requires proven experience in complex B2B enterprise selling and the ability to build business cases using financial models like ROI and TCO. Candidates must have a solid understanding of hybrid infrastructure, cloud migration, and IT modernization.

• Financial Health Support • Mental Health Support • Physical Health Support • Social Health Support • Hybrid-friendly Culture • Professional Development Goals • Learning Certifications (Microsoft, Google, Amazon) • Coaching

Relevées dans la description du poste. Confirmez les exigences importantes ci-dessus.

• Business Development
• Consultative Selling
• Complex B2B Selling
• Financial Acumen
• Stakeholder Management
• Value-based Business Cases
• Pipeline Management
• Hybrid Infrastructure
• Cloud Migration
• IT Modernization
• Managed Services
• Negotiation
• Opportunity Shaping
• Strategic Planning
• Cross-functional Collaboration
• Commercial Acumen
• Empathy
• Resilience
• Artificial Intelligence
• Business To Business
• Business Continuity Planning
• Business Valuation
• Cloud Infrastructure
• Communication
• Procurement
• Consulting
• Continuous-Flow Manufacturing
• Employee Engagement
• English Language
• Forecasting
• French Language
• Selling Techniques
• Governance
• Innovation
• IT Service Management
• Coaching
• Solution Architecture
• Value Propositions
• Coordinating

• Sales
• Technology
• Consulting
• Management & Leadership
• Complex Sales Manager
• Cloud Sales Representative
• Information and Communications Technology Sales Professionals
• Sales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Expérience minimale

10+ ans

Langue de l’offre

anglais

Heures de travail

40 heures par semaine

Exigences de lieu

Country, Canada