Director, Alliances Deal Maker - OEM Lead
$161,520–$290,760 year
On-siteAtlanta, Georgia, United States
Job Summary
Develop and lead the execution of a comprehensive ISV and OEM partnership strategy to drive direct resell revenue, taking end-to-end ownership from opportunity identification through deal structuring and execution. Identify high-impact partners, navigate internal systems to ensure GvN and separability criteria, and lead complex negotiations on commercial terms and alliance contracts. Collaborate with consulting, sales, and delivery teams to close new opportunities while monitoring industry trends to proactively innovate partnership models. Define and track key revenue metrics, delivering actionable insights to executive leadership on business impact and ROI. Manage executive relationships with senior leaders at partner organizations to align resale efforts with overall governance and growth plans.
Required Qualifications
- 10+ years of experience in strategic partnerships, alliance management, or business development, ideally in consulting or technology services environments
- Proven expertise managing ISV and OEM partnerships with a strong focus on commercialization and revenue delivery
- Deep knowledge of software ecosystems, SaaS, OEM integration strategies, and commercial business models
- Strong financial acumen with demonstrable experience structuring and negotiating resale commercial agreements
- Strong understanding of Kyndryl internal systems, particularly around procurement and finance functions
- Exceptional stakeholder management skills and ability to influence across diverse teams and senior leadership layers
- Entrepreneurial mindset with a results-driven approach to identifying and capturing revenue opportunities
- Excellent communicator with outstanding negotiation, presentation, and interpersonal skills
- You have a growth mindset; keen to drive your own personal and professional development
- You are customer-focused – someone who prioritizes customer success in their work
- You're open and borderless – naturally inclusive in how you work with others
- Must be able to show proof of vaccination to align with their respective COVID-19 vaccination policies (if hired to work at a client, customer, or partner location)
Desired Qualifications
- Bachelor's degree or Master's degree
- Sales experience in technical solutions
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