Associate Director, Account Management Partner

Il y a 5 mois

Marseille, France Kyndryl Temps plein

Who We Are

Kyndryl is a market leader that thinks and acts like a start-up. 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

Account Management Partner is responsible in a hunter capacity for identifying, developing and closing integrated solutions that address their client's business needs (both from an industry and business point of view). When opportunities are identified, you will be working closely within the Kyndryl ecosystem to leverage other Kyndryl resources that can assist in closing the opportunity. The Account Management Partner is responsible for supervising conversations with Senior IT Executives and Line of Business for existing and new clients in identifying starting points to create opportunities for new contracts or to expand the existing scope.

You must develop, progress and bring your identified opportunities to signature. In addition, you must take the leadership role of the Kyndryl engagement team as well as supervise the conversations with the client. The Account Management Partner will use the Kyndryl network and resources to assure a proper coverage model for all client stakeholders.

Together with the team, you will develop a Kyndryl value proposition that is tailored to the client’s needs and designed to meet the client’s expectations, budget and needs. Your main focus will be to identify new fields of interest for Kyndryl to transform their business, needs, drive digitalization while enabling hybrid multi-cloud environments combined with IT & platform sourcing models.

L’Account Management Partner est responsable, en tant que prospecteur, d'identifier, de développer et de conclure des propositions de solutions intégrées qui répondent aux besoins commerciaux de leurs clients. Vous travaillez donc en étroite collaboration au sein de l'écosystème Kyndryl pour vous aider à générer une opportunité. Vous êtes chargé de développer les échanges avec les C-levels de nos clients existants et nouveaux afin d'identifier les points d’accroche pour créer des opportunités de nouveaux contrats ou pour en étendre la portée existante. Vous devez développer vos opportunités identifiées de bout en bout jusqu’à la signature.

De plus, vous devez assumer le rôle de leadership de l'équipe d’engagement de Kyndryl sur votre périmètre et mener les discussions avec le client. En tant que Account Management Partner, vous utilisez ainsi votre réseau et les ressources de Kyndryl pour assurer un modèle de couverture approprié de toutes les parties prenantes du client. En collaboration avec l'équipe, vous développerez une proposition de valeur Kyndryl adaptée aux besoins du client et conçue pour répondre aux attentes, au budget et aux besoins du client.

Votre objectif principal sera d'identifier de nouvelles perspectives pour Kyndryl dans la transformation du business, des besoins de ses clients, de conduire la digitalisation tout en permettant des environnements multi-cloud hybrides combinés à des modèles d'approvisionnement informatiques et de plateforme.

Principales responsabilités professionnelles
- Prospecter de nouvelles opportunités
- Négocier et conclure les opportunités identifiées avec le client, puis assurer une transition en douceur vers le Delivery.
- Avoir la capacité de gérer plusieurs opportunités simultanément, bien que généralement à différentes étapes.
- Capacité à négocier et avoir la compréhension pour créer des contrats de signature de client.
- Atteindre les signatures de contrats assignés et les objectifs de revenus.
- Collaborer avec d'autres services au sein de Kyndryl pour fournir les meilleures solutions à nos clients. Capacité à démontrer et à conceptualiser le cloud hybride, le cadre Journey to Cloud et à établir un PoV pour les clients.
- Faire un suivi avec une note d'approche concrète, établir les prochaines étapes et poursuivre jusqu'à la clôture.
- Capacité à faire du storytelling et à simplifier le contexte et les résultats de la solution.
- Capacité à collaborer et à partager une approche unifiée avec plusieurs parties prenantes pour obtenir des résultats.

Who You Are
- Required Professional and Technical Expertise:
- Developing opportunities-
- Negotiates and closes the opportunity with the client, then ensures a smooth transition to delivery.-
- Has the ability to lead multiple opportunities concurrently, although typically in different sales stages.-
- Ability to negotiate and have the understanding to create client-signing contracts.-
- Achieve assigned contract signings and revenue targets.-
- Collaborates with other groups within Kyndryl to deliver best-in-class solutions to our clients. Abilit

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