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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in Federal market business development, particularly within Defense sectors, with a strong focus on customer engagement, strategic relationship building, and successful execution of growth strategies. Proven ability to navigate complex acquisition processes and lead multidisciplinary teams to achieve financial and operational objectives.
Highest-signal resume keywords
Federal Market ExperienceDefense Acquisition LifecycleBusiness Development LeadershipExecutive Customer EngagementActive Security Clearance
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Business DevelopmentCapture ManagementProposal DevelopmentFinancial AcumenContract NegotiationStrategic PlanningOpportunity QualificationPipeline DevelopmentSolution DevelopmentMarket Analysis
Soft Skills
Relationship ManagementNegotiation SkillsCross-Functional LeadershipCustomer AdvocacyCommunication Skills
Tools & Technologies
Consulting ServicesManaged ServicesSystems IntegrationCloud SolutionsCybersecurityData AnalyticsArtificial Intelligence
Certifications & Qualifications
Active Security ClearanceBachelor's DegreeMaster's Degree (Preferred)
Industry Keywords
Defense AgenciesMilitary DepartmentsCombatant CommandsAcquisition StrategiesBudget ProcessesCompetitive ProcurementFederal Technology
Tech Stack
Tools & technologiesCloudCyber Security
About the role
Key responsibilities & impact- Build Kyndryl Federal's Defense business in underpenetrated markets
- Establish senior customer relationships and identify mission and technology priorities
- Develop account-entry strategies and originate qualified pipeline
- Shape complex opportunities from early customer engagement through qualification, capture, proposal, negotiation, award, and transition to delivery
- Develop and execute growth strategies across Military Departments, Defense Agencies, Combatant Commands, and other Defense mission organizations
- Translate Defense mission priorities, funding requirements, appropriations, budget signals, acquisition strategies, modernization triggers, and technology needs into Kyndryl solutions
- Establish account penetration, pipeline, signings, revenue, and backlog objectives
- Develop customer-specific growth and pursuit strategies
- Lead senior customer negotiations and define pricing and commercial strategies
- Build strategic customer relationships and advocacy
- Lead cross-functional teams through opportunity origination, qualification, capture, teaming, solution development, pricing, proposal preparation, executive reviews, negotiations, and closure
- Orchestrate Kyndryl and partner capabilities across consulting, managed services, systems integration, cloud, infrastructure, cybersecurity, data, and artificial intelligence
- Ensure effective handoff to delivery and remain engaged in customer outcomes and satisfaction
- Build Kyndryl Federal's Defense market presence, go-to-market strategy, partner ecosystem, and competitive position
- As the portfolio matures, assume responsibility for customer strategy, account growth, profitability, operational performance, customer satisfaction, and financial outcomes
Requirements
What you’ll need- 10+ years of relevant Federal market experience, including significant experience supporting the Department of War
- Established relationships and demonstrated credibility across Military Departments, Defense Agencies, Combatant Commands, or related Defense mission organizations
- Demonstrated personal track record of originating, shaping, and converting substantial Federal technology, consulting, systems integration, or managed services opportunities, including opportunities created before formal solicitation
- Strong understanding of the Federal and Defense acquisition lifecycle, appropriations and budget processes, contract vehicles, acquisition pathways, and competitive procurement strategies
- Demonstrated success winning in Defense accounts where the organization began with limited incumbent position
- Extensive executive customer engagement and relationship-management experience
- Experience leading high-value business development, capture, and deal activities end-to-end
- Proven ability to lead multidisciplinary teams across sales, consulting, solutioning, delivery, finance, pricing, contracts, and partner organizations
- Strong financial and commercial acumen
- Knowledge of technology and market trends relevant to Defense modernization
- Ability to meet applicable Kyndryl Federal and customer security requirements
- Active security clearance appropriate to the targeted Defense market
- Bachelor's or master's degree (preferred)
Benefits
Comp & perks- Discretionary annual bonus program based on performance
- Medical and dental coverage
- Disability benefits
- Retirement benefits
- Paid leave
- Paid time off
- Employee learning programs and access to certifications, including Microsoft, Google, Amazon, and Skillsoft
- Company-wide volunteering and giving platform
- Access to state-of-the-art resources and Fortune 100 clients