Senior Sales Executive

1 day ago

Auckland City, New Zealand Kyndryl New Zealand Limited Full time

**Why Kyndryl**

Kyndryl was spun-off of IBM IT infrastructure services in 2021. Our global base of customers includes 75 of the Fortune 100 companies. With 88,449 skilled professionals operating from over 100 countries, we are committed to the success of our customers, collaborating with them, and helping them to realise their ambitions.

We help our customers design, manage, and modernise the technology systems they depend on every day. Kyndryl is the ‘hearts and lungs’ because we support mission critical infrastructure.

Kyndryl has operations in 63 countries; 450 data centres around the world are under our management. We have the majority of mainframe capacity, generating and running 9 million automated actions per month for our customers.

**Your Role and Responsibilities**

**Role Purpose**
- Undertakes end-to-end opportunity ownership in complex, cross-practice deals
- Proactively generates opportunities and drives through to closure, with other Kyndryl SMEs and partners
- Expands existing work into larger scope and new capabilities
- Builds a GTM pipeline with partners to jointly pursue and win deals
- Has deep knowledge of external best practices in one or more industries and their impact on a customer

**Key Accountabilities**
- Business Development and Relationship Management: Develop and maintain relationships with key client stakeholders; originate deals with C-level clients; lead pursuit teams; participate and lead the proposal development process; contribute to proposal shaping and pricing strategies.
- Sales Management: Manage to a quota-based sales plan through opportunity identification, pipeline management, solution development and presentation, contracting, negotiation, and delivery of services leading to future opportunities.
- Delivery & Engagement Management: Lead engagement planning and budgeting; mobilise and manage engagement teams; define deliverable structure and content; facilitate buy-in of proposed solutions from top management levels at the client; direct on-time, quality delivery of work products; manage engagement economics; manage engagement risk.

**Key Capabilities for Success**

**Communication**
- Develops intentional, devoted relationships and connections with influential people including C-level contacts. Builds strategic networks for the organisation’s benefit using higher order political savvy and astuteness. Exceptional presentation skills with demonstrated executive engagement and proven ability to present strategic information to, and drive change across a broad range of business departments.

**Growth Mindset**
- Stimulates innovation by having a curious mindset, asking questions to understand and examine assumptions. Takes calculated risks, and experiments. Actively disrupts their own, and the organisation and industry’s thinking and practice. Removes organisational and industry barriers to innovation

**Leadership**
- Leads in an empathetic, humble manner balancing fierce strategic resolve with genuine openness to new ideas and different perspectives.

**Sales Leadership**
- Drives and stretches business performance to exceed expectations. Pushes to meet or beat commercial goals, and personally improves performance so the organisation and its strategic partners can create improved results.
- Works effectively with Business Leaders, IT Executives and Client Procurement, developing effective value propositions that align with client requirements and business strategies.
- Proven ability to develop sales strategies and lead a larger deal team.

**Technology and Business Leadership**
- A recognised leader in the IT services field, and the public face of Kyndryl. Shares and contributes to thought leadership that advances the industry.
- Proven record of effective account management, particularly demonstrating coupling business acumen with technology knowledge, to connect customer business challenges to their technology decisions and coaching the customer through business case creation, approval, and stakeholder buy-in.

**Qualifications**:

- 10+ years selling complex IT sales.
- Proven record of opportunity identification reflecting quarter on quarter growth and for progressing deals to closure.
- Thought capital level expertise in IT services related issues, impacts, trends, and emerging practices.
- Direct experience and success performing in an oversight role, providing leadership and direction in areas such as program start-up and governance, executive communications, revenue forecasting and reporting, and commercial leadership.
- Ability to adapt to and thrive during organisational change.
- Demonstrated commitment to lifelong learning and growing.

**Required Technical and Professional Expertise**
- same as above

**Preferred Technical and Professional Experience**
- same as above

**Required Education**

Bachelor's Degree

**Preferred Education**

Bachelor's Degree

Kyndryl is committed to creating a diverse environment and is proud to be an equal

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