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.
The role is customer facing and the work is interesting and varied. Naturally, the job also comes with all the pressures that you would expect in a commercial environment, working on large and complex bids. The role attracts people who are looking to utilize their extensive technical skills, broaden their commercials abilities and those who enjoy engaging with clients in business development, pursuit and closure. The role also provides the candidate the ability to work with all areas of the Kyndryl business, including Sales, Consultants, Architects, Delivery, Pricing, Technical Practices, Legal, HR, Offerings teams, and Alliances.
The successful candidate will:
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 United States, or internationally where English is the common language, making knowledge of the English language a requirement for this position in addition to fluency in French.)
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. Kyndryl cares about your well-being and prides itself on offering benefits that give you choice, reflect the diversity of our employees and support you and your family through the moments that matter – wherever you are in your life journey. Our employee learning programs give you access to the best learning in the industry to receive certifications, including Microsoft, Google, Amazon, Skillsoft, and many more. 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.
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.
