Director, Technical Solutioning
Hobbsnews, San Francisco, CA, United States
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 The
Director, Technical Solutions Manager (TSM)
is responsible for the development of complex integrated solutions for Kyndryl public and private cloud, applications, data & AI, infrastructure, projects, and consulting services and value directly to customers. Develops and manages customer relationships with solution decision makers in the Infrastructure and Customer Line of Business organizations.
The TSM owns the end‑to‑end solution to the customer, risk identification/mitigation, cost, profit, and deliverability of the overall solution for our most complex engagements. This is a customer facing role in which 50 to 70% of the time is spent in face‑to‑face discussions with customers and typically working on one to three engagements at a time and developing relationships with customer decision makers by leading customer technology discussions, up to and including CTO/CIO level.
Job Description
Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs. This may include expertise in requests for proposal, sales and product proposals, proposal writing, proposal development, and business relationship management.
Researching and understanding sales markets, including information about industries, customers, and competitors. This may include expertise in market intelligence, competitive analysis and sales, target markets and accounts, and value propositions.
Identifying customers business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit. This may include expertise in product roadmaps, solution design, design thinking, technology solutions, sales engineering, new product development, information technology consulting and technical sales.
Laying the groundwork to acquire and support customers for products and services prior to closing the sale. This may include expertise in client needs assessment, technical acumen, lead generation, cold calls, demand generation, customer acquisition management, new business development, upselling, and account planning.
Creating an overall design for a solution, including project setting, direction, expectations, and implementation. This may include expertise in scalability, go‑to‑market strategy, functional and software design, proof of concept development, design thinking, engineering design process, solution architecture, and technical solution design.
Using sound business practices and knowledge of business models to quickly understand and resolve business situations by gathering critical information, focusing on key objectives, selecting and implementing the appropriate course of action, and making necessary adjustments to ensure progress.
Collaborating with colleagues on the shaping, refining, and effective articulation of financial models.
Monitoring customers’ interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns. This may include expertise in customer engagement, user research, feedback, and experience, surveys, and market opportunities.
Leads in development of different costing methodologies, developing globally consistent cost models and creating or updating supporting documentation associated with each cost model.
Interlock with service offering management teams and offering owners on service definitions, cost drivers, labor rations and other cost model factors.
Support the contract negotiations up to signature and complete engagement hand‑over.
Who You Are Job Qualifications
Strong technology skills coupled with business-commercial acumen, including concept evangelizing ability, demonstrated over 20 years of experience.
Strong market connections including up to CxO level.
Ability to lead and create large complex deals, through proactive leadership.
Deep understanding of technology and business trends, including infrastructure, public and private cloud offerings, applications, automation, and agentic AI and the ability to align them with Kyndryl offerings.
Ability to work internally with the internal stakeholders and externally with client ecosystem to create and close large, complex deals, > 10 Mn $ TCV.
Exceptional communication abilities to be able to articulate solutions and differentiation.
Compensation The compensation range for the position in the U.S. is $161,520 to $290,760 based on a full‑time schedule. Actual compensation may vary depending on geography, job‑related skills and experience. For part‑time roles, the compensation will be adjusted appropriately. There is a different applicable compensation range for the following work locations:
California (San Francisco Bay Area): $193,920 to $348,840
California (All Other): $177,720 to $319,800
Colorado: $161,520 to $290,760
Massachusetts: $161,520 to $319,800
New York City: $193,920 to $348,840
Washington: $177,720 to $319,800
Washington DC: $177,720 to $319,800
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. 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.
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The Role The
Director, Technical Solutions Manager (TSM)
is responsible for the development of complex integrated solutions for Kyndryl public and private cloud, applications, data & AI, infrastructure, projects, and consulting services and value directly to customers. Develops and manages customer relationships with solution decision makers in the Infrastructure and Customer Line of Business organizations.
The TSM owns the end‑to‑end solution to the customer, risk identification/mitigation, cost, profit, and deliverability of the overall solution for our most complex engagements. This is a customer facing role in which 50 to 70% of the time is spent in face‑to‑face discussions with customers and typically working on one to three engagements at a time and developing relationships with customer decision makers by leading customer technology discussions, up to and including CTO/CIO level.
Job Description
Preparing, developing, and evaluating organizational responses to requests for proposals to ensure a match to buyer's needs. This may include expertise in requests for proposal, sales and product proposals, proposal writing, proposal development, and business relationship management.
Researching and understanding sales markets, including information about industries, customers, and competitors. This may include expertise in market intelligence, competitive analysis and sales, target markets and accounts, and value propositions.
Identifying customers business challenges and leveraging technical knowledge to create unique solutions focused on value and customer benefit. This may include expertise in product roadmaps, solution design, design thinking, technology solutions, sales engineering, new product development, information technology consulting and technical sales.
Laying the groundwork to acquire and support customers for products and services prior to closing the sale. This may include expertise in client needs assessment, technical acumen, lead generation, cold calls, demand generation, customer acquisition management, new business development, upselling, and account planning.
Creating an overall design for a solution, including project setting, direction, expectations, and implementation. This may include expertise in scalability, go‑to‑market strategy, functional and software design, proof of concept development, design thinking, engineering design process, solution architecture, and technical solution design.
Using sound business practices and knowledge of business models to quickly understand and resolve business situations by gathering critical information, focusing on key objectives, selecting and implementing the appropriate course of action, and making necessary adjustments to ensure progress.
Collaborating with colleagues on the shaping, refining, and effective articulation of financial models.
Monitoring customers’ interactions with the organization and ensuring that the organization delivers products and services that address customer requirements and concerns. This may include expertise in customer engagement, user research, feedback, and experience, surveys, and market opportunities.
Leads in development of different costing methodologies, developing globally consistent cost models and creating or updating supporting documentation associated with each cost model.
Interlock with service offering management teams and offering owners on service definitions, cost drivers, labor rations and other cost model factors.
Support the contract negotiations up to signature and complete engagement hand‑over.
Who You Are Job Qualifications
Strong technology skills coupled with business-commercial acumen, including concept evangelizing ability, demonstrated over 20 years of experience.
Strong market connections including up to CxO level.
Ability to lead and create large complex deals, through proactive leadership.
Deep understanding of technology and business trends, including infrastructure, public and private cloud offerings, applications, automation, and agentic AI and the ability to align them with Kyndryl offerings.
Ability to work internally with the internal stakeholders and externally with client ecosystem to create and close large, complex deals, > 10 Mn $ TCV.
Exceptional communication abilities to be able to articulate solutions and differentiation.
Compensation The compensation range for the position in the U.S. is $161,520 to $290,760 based on a full‑time schedule. Actual compensation may vary depending on geography, job‑related skills and experience. For part‑time roles, the compensation will be adjusted appropriately. There is a different applicable compensation range for the following work locations:
California (San Francisco Bay Area): $193,920 to $348,840
California (All Other): $177,720 to $319,800
Colorado: $161,520 to $290,760
Massachusetts: $161,520 to $319,800
New York City: $193,920 to $348,840
Washington: $177,720 to $319,800
Washington DC: $177,720 to $319,800
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. 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.
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