Energy & Utilities Business Development Partner - Jobs in Calgary, AB

Job Description

Why KyndrylOur world has never been more alive with opportunities and, at Kyndryl, we’re ready to seize them. We design, build, manage and modernize the mission-critical technology systems that the world depends on every day. Kyndryl is at the heart of progress — dedicated to helping companies and people grow strong. Our people are actively discovering, co-creating, and strengthening. We push ourselves and each other to seek better, to go further, and we carry this energy to our customers. At Kyndryl, we want you to keep growing, and we’ll provide plenty of opportunities to make that happen.Please be aware that we have the Kyndryl candidate zone hosted by IBM for a certain period. If you have applied for an IBM role previously, you will be able to log into the candidate zone using your previous IBM log in details. When in the candidate zone, you will be able to see your previous applications for both IBM and Kyndryl.For further information on privacy, please visit www.kyndryl.com/privacy.Your Role and ResponsibilitiesKyndryl is the worlds leading managed technology services provider. It has relationships with more than 4,600 technology-intensive, highly regulated clients in 115 countries, including more than 75% of the Fortune 100, a backlog of $60 billion, and more than twice the scale of its nearest competitor.Kyndryl designs, builds, runs and modernizes vital systems that power today’s digital economy, a $500 billion market opportunity.Be part of this exciting opportunity as a Kyndryl Industry Business Development Partner (BDP).As a Kyndryl BDP you will bring together deep industry solution knowledge with the credibility and seniority to build trusted client relationships across the client CxO suite. This relationship driven role requires long term investment with a focused set of clients to convert strategic new logos into Kyndryl references over time. You will deeply engage with senior clients on relevant industry challenges and emerging trends. You will be seen as a leader within Kyndryl, you will contribute to the shaping of the organization culture post-split and participate in Kyndryl vertical IP development. Critical to this role will be a deep understanding of at least one industry and a successful track record in hunting large IT services sales engagements.We are seeking a high caliber individual to cover the breadth of responsibility outlined below:Target & onboard new logos and expand client portfolio in 1-2 focus industries

• Gather relevant vertical and market knowledge to forge relationships with buying offices of targeted clients
• Identify and develop the most attractive opportunities (especially sole-source deals) for potential engagement with focus on shaping complex, multi-tower deals based on proactive market screening, account targeting, and business analysis techniques for potential engagement.
• Drive the ongoing qualification of these opportunities and recommend whether to engage, disqualify, or refer opportunities to other Kyndryl groups
• Will continue the client relationship beyond the end of the deal cycle in the long-term strategic nature of the role
• Conceptualize and execute strong “win strategy” to convert new clients/deals and grow the client portfolio
• Learn, know and bring the “best of Kyndryl” to client (offerings, use cases, etc.)

Collaborate with teams across Kyndryl as appropriate; support Deal Maker & Specialty Sellers in closing qualified leads

• Develop pursuit strategy with Deal Maker or Specialty Seller (depending on deal complexity)
• On qualified deals: drive client discussions, own the end-to-end solution & support negotiations to closure

Drive client growth by developing extensive executive & senior management relationships in client organizations

• Become a trusted client partner through consultative selling approach. Walk the halls; develop discussion materials
• Understand client requirement & act as primary client contact for all escalations

Key attributes required for success:Industry

• Proven industry expertise in 1-2 verticals; recognized as an industry thought leader
• Possesses external eminence in relevant circles (e.g., industry board, certifications, networking group leader…)
• Demonstrated ability to engage with CxO-level clients on their industry challenges & trends
• Firm understanding of Kyndryl competitor’s tactics and capabilities for the requisite industries

Relationships

• Proven experience in CxO-level client relationships
• Ability to navigate independently through client organizations to get to the key decision makers
• Gravitas & personal brand to be truly heard by CxO level clients
• Connected in their market: able to open doors from past relationships

Leadership

• Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements
• Proven experience leading and shaping a large sales organization to generate pipeline
• Demonstrated high level of business acumen and leadership through P&L responsibility
• Ability to lead and manage across a portfolio of clients generating significant pipeline and signings for key industry clients (5-8 clients at a time)

Sales

• Credible results in building and managing large IT services sales pipeline
• Bold and entrepreneurial thinker: able to think outside the box and imagine / stretch to construct large opportunities
• A strong consultative seller with significant experience in building senior relationships & partnerships
• Masters and applies expert knowledge of clients strategy, business priorities and initiatives to develop compelling and innovative buying visions

Required Technical and Professional Expertise

• Minimum 8 years in identifying and successfully winning highly complex full-solution IT engagements with clients;
• You will have a track record in successful business development across key areas of IT outsourcing and transformation including - infrastructure, application management, integration services, consulting services, etc;
• Contribute to many decisions ("go" or "no go") on whether to invest company resources to further qualify, assess risk and feasibility of potential opportunities;
• Devised and articulate many unique and compelling value propositions (which typically include a diverse array of customized components), so that client decision-makers grasp the short and long-term business and financial value of a relationship with service providers.

Preferred Technical and Professional Experience

• Proven industry expertise in 1-2 verticals; recognized as an industry thought leader
• Proven experience in CxO-level client relationship
• Demonstrated expertise in leading/managing/winning multiple large IT and Business Line services engagements

Required EducationBachelors DegreePreferred EducationMasters DegreeEligibility RequirementsMasters DegreeBeing You @ KyndrylKyndryl is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. Kyndryl is also committed to compliance with all fair employment practices regarding citizenship and immigration status.Other things to knowThis role will involve working with technology that is covered by Export Regulations sanctions. If you are a Foreign National from any of the following US sanctioned countries (Cuba, Iran, North Korea, Syria, and the Crimea, Luhansk and Donetsk regions of Ukraine) on a work permit, you are not eligible for employment in this position.Primary Job CategorySalesRole (Job Role)Business Development ExecutiveEmployment TypeFull-TimeContract TypeRegularPosition TypeProfessionalTravel RequiredUp to 20% or 1 day a weekCompany(Y009) Kyndryl Canada LimitedIs this role a commissionable / sales incentive based positionYesQuick Apply

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