Director, Customer Partner, Kyndryl Federal Defense

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

As Director, Customer Partner, Kyndryl Federal Defense, you will be a senior Federal growth executive responsible for helping build Kyndryl Federal's Defense business.

This is not a traditional Customer Partner role inheriting a mature portfolio. The initial mandate is to create growth in Defense markets where Kyndryl has significant whitespace: establish senior customer relationships, identify mission and technology priorities, develop account-entry strategies, originate qualified pipeline, shape complex opportunities, build the partner ecosystem required to compete, and convert those opportunities into significant new business.

You will develop and execute growth strategies across targeted Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations. You will engage senior mission, technology, program, acquisition, and executive stakeholders well before formal procurements and connect their priorities with Kyndryl's consulting, integration, managed services, infrastructure, cloud, cybersecurity, data, AI, and partner capabilities.

Success requires an entrepreneurial, hands‑on growth leader who knows how to build a Federal business from whitespace—not simply manage an established account. You will personally originate opportunities, orchestrate Kyndryl and partner resources, shape acquisition and competitive strategies, and lead complex pursuits from early customer engagement through qualification, capture, proposal, negotiation, award, and transition to delivery.

As the Defense portfolio grows, the role will evolve into senior Customer Partner leadership with responsibility for customer strategy, account growth, revenue, profitability, customer satisfaction, operational performance, and continued expansion of the portfolio.

Drive Kyndryl Federal Defense Growth

• 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.

Build Strategic Customer Relationships

• 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.

Lead Complex Deals and Market Engagement

• 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.