Associate Partner, Consult Partner - Federal
Kyndryl · Remote · Washington +1 · 14d ago
Who We Are
At Kyndryl, 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
Kyndryl Consult is the fastest growing business within the organization and instrumental to the company’s strategic growth objectives. As a Federal Consult Partner, you will be a senior market-facing growth leader responsible for originating, shaping, qualifying, and converting complex technology and consulting opportunities across the U.S. Federal market. You will combine deep Federal mission and acquisition expertise, executive customer relationships, consulting leadership, and Kyndryl’s comprehensive technology capabilities to create new market opportunities and expand strategic accounts.
You will lead customer engagement across multidisciplinary teams, create and position strategic change agendas, and translate mission priorities into differentiated solutions spanning the intersection of business, mission, and technology. This role requires strong Federal market credibility, the ability to build trusted relationships before a formal procurement exists, and the ability to orchestrate Kyndryl Federal, Kyndryl Consult, delivery organizations, technology alliances, and partners to deliver outcomes that scale.
You will develop and execute growth strategies across targeted U.S. Federal agencies. Build executive, mission, technology, program, and acquisition relationships; identify whitespace; and shape modernization opportunities aligned to agency mission priorities, funding, acquisition pathways, and technology strategies.
Contribute to Profitable Federal Growth
- Own the creation, qualification, shaping, pursuit, and conversion of a sustainable Federal pipeline. Proactively identify whitespace opportunities and create demand in both existing and new Federal accounts.
- Drive significant financial outcomes through signings and revenue targets while managing margin expectations, backlog growth, and commercial risk.
- Develop customer-specific growth and pursuit strategies that identify mission priorities, funding, acquisition pathways, contract access, competitive position, partner strategy, decision makers, and actions required to improve probability of win.
- Lead opportunity qualification and contribute directly to capture strategy, competitive assessment, teaming, solution shaping, pricing strategy, proposal development, executive reviews, and negotiations.
- Undertake scoping and fee negotiation on engagements while ensuring profitability and understanding and containing delivery, contractual, and business risk.
Build Federal Customer Engagement
- Build and maintain trusted relationships with senior Federal mission, technology, acquisition, program and executive stakeholders, including CIO/CTO/CISO organizations, program executives, contracting/acquisition leadership and mission owners.
- Build relationships before an active procurement; use customer insight to understand mission priorities, identify emerging requirements, influence solution strategy, and position Kyndryl Federal well ahead of formal acquisition activity.
- Lead senior customer interactions and consulting initiatives, demonstrating credibility to advise on complex mission and technology transformation.
- Increase customer advocacy, develop new strategic relationships, and secure customer references where appropriate.
Orchestrate Kyndryl and the Partner Ecosystem
- Orchestrate Kyndryl Federal, Kyndryl Consult, delivery, solutioning, pricing, contracts, technology alliances, and partners to develop differentiated Federal solutions.
- Translate Kyndryl’s global capabilities, intellectual property, partnerships, and delivery scale into solutions appropriate for U.S. Federal mission, security, compliance, and acquisition requirements.
- Lead the design of complex engagements and maintain accountability for high-quality transition to delivery, ensuring customer outcomes and satisfaction.
Lead and Contribute Strategically
- Utilize Federal market, industry, and technology expertise to shape Kyndryl Federal’s strategic initiatives and strengthen the Federal go-to-market model.
- Drive external eminence, thought leadership, and intellectual capital that strengthen Kyndryl Federal’s credibility in the assigned Federal market.
- Foster a culture of curiosity, innovation, collaboration, commercial discipline, and continuous professional development.
What Great Looks Like
You know the Federal market and are already known within it. You understand how mission priorities become funded programs and ultimately procurements. You build relationships before an RFP exists, recognize opportunities others miss, and know how to bring together customer needs, acquisition strategy, partners, and technology capabilities to create a winnable opportunity.
You are equally comfortable discussing mission outcomes with a Federal executive, technology architecture with a CIO/CTO organization, acquisition strategy with a capture team, and commercial strategy with Kyndryl leadership. Most importantly, you have a demonstrated record of turning relationships and market insight into qualified pipeline, wins, and sustainable revenue.
Who You Are
You are customer-focused, commercially minded, and driven by growth. You bring a growth mindset and actively invest in your own development and that of others. You work openly and across organizational boundaries, bring people together around outcomes, and operate with the judgment and accountability expected of a senior Federal market leader.
Kyndryl currently does not require employees to be fully vaccinated against COVID-19, however, if you are hired to work at a client, customer, or partner location, you may be required to show proof of vaccination to align with their respective COVID-19 vaccination policies. Those who believe they are eligible may apply for a medical or religious accommodation prior to the start of employment.
Who You Are
Required Skills and Experience
U.S. Citizenship with primary residency on U.S. soil and the ability to pass standard federal background investigations.
10+ years of relevant Federal market experience, with significant experience in technology consulting, systems integration, managed services, or enterprise technology.
Demonstrated personal track record of originating, shaping, and converting substantial Federal opportunities, with the ability to detail specific deals personally identified, shaped, and won.
Established relationships and demonstrated credibility within multiple Federal Civilian agencies and major Civilian market segments.
Demonstrated ability to develop business in accounts where the employer was not the incumbent or dominant provider.
Strong working knowledge of the Federal acquisition lifecycle, including market research, acquisition planning, RFIs, sources sought, RFPs, competitive procurements, task orders, IDIQs/GWACs, and contract-access strategy.
Demonstrated understanding of Federal Civilian acquisition environments, appropriations and budget cycles, and major contract vehicles and acquisition pathways.
Working knowledge and operational awareness of Federal Acquisition Regulation (FAR) standards and federal compliance requirements.
Experience with high-value business development and capture activities, including opportunity qualification, competitive strategy, teaming, solution shaping, proposal development, and executive reviews.
Hands-on capability to write proposal narratives, develop Statements of Work (SOWs), and guide technical response content.
Foundational technical literacy across hybrid cloud, digital transformation, and enterprise infrastructure modernization.
Proven ability to lead multidisciplinary teams across consulting, sales, solutioning, delivery, finance, contracts, and partner organizations.
Effective financial and commercial acumen with experience driving revenue growth, managing margins, and balancing opportunity with risk.
Deep understanding of relevant technology and market trends, with the executive presence to translate technology into mission and business outcomes.
Demonstrated ability to innovate, drive change, and operate effectively in a fast-paced growth environment.
Capability to adhere to security standards regarding the handling of Controlled Unclassified Information (CUI).
Bachelor's degree in Business, Information Technology, Computer Science, Public Administration, or equivalent practical experience.
Preferred Skills and Experience
Direct capture experience and established executive relationships within priority Federal Civilian agencies, including VA, HHS, DHS, IRS, USDA, SSA, FDA, or the Department of Commerce (Census).
Active TS/SCI security clearance or Polygraph.
Prior experience navigating IBM or Kyndryl operational processes, commercial frameworks, or enterprise systems.
Based in or within commuting distance of the Washington, DC metropolitan area, with openness to regional client travel as needed.
Master's degree in Business Administration (MBA), Information Technology, or an equivalent advanced degree.
Equal Opportunity Employer
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
The compensation range for the position in the U.S. is -$185,760 to $334,320 based on a full-time schedule.
Your actual compensation may vary depending on your geography, job-related skills and experience. For part time roles, the compensation will be adjusted appropriately. The pay or salary range will not be below any applicable state, city or local minimum wage requirement.
There is a different applicable compensation range for the following work locations:
California (San Francisco Bay Area): $222,960 to $401,160
California (All Other): $204,360 to $367,800
Colorado: $185,760 to $334,320
Massachusetts: $185,760 to $367,800
New York City: $222,960 to $401,160
Washington: $204,360 to $367,800
Washington DC: $204,360 to $367,800
This position will be eligible for Kyndryl’s discretionary annual bonus program, based on performance and subject to the terms of Kyndryl’s applicable plans. You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off. Note: If this is a sales commission eligible role, you will be eligible to participate in a sales commission plan in lieu of the annual discretionary bonus program.
Applications will be accepted on a rolling basis.
Being You
Diversity is a whole lot more than what we look like or where we come from, it’s how we think and who we are. We welcome people of all cultures, backgrounds, and experiences. But we’re not doing it single-handily: Our Kyndryl Inclusion Networks are only one of many ways we create a workplace where all Kyndryls can find and provide support and advice. This dedication to welcoming everyone into our company means that Kyndryl gives you – and everyone next to you – the ability to bring your whole self to work, individually and collectively, and support the activation of our equitable culture. That’s the Kyndryl Way.
What You Can Expect
With state-of-the-art resources and Fortune 100 clients, every day is an opportunity to innovate, build new capabilities, new relationships, new processes, and new value. Kyndryl cares about your well-being and prides itself on offering benefits that give you choice, reflect the diversity of our employees and support you and your family through the moments that matter – wherever you are in your life journey. Our employee learning programs give you access to the best learning in the industry to receive certifications, including Microsoft, Google, Amazon, Skillsoft, and many more. Through our company-wide volunteering and giving platform, you can donate, start fundraisers, volunteer, and search over 2 million non-profit organizations. At Kyndryl, we invest heavily in you, we want you to succeed so that together, we will all succeed.
Get Referred!
If you know someone that works at Kyndryl, when asked ‘How Did You Hear About Us’ during the application process, select ‘Employee Referral’ and enter your contact's Kyndryl email address.