Commerical Excellence Lead - Propositions and GTM

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

Who we are

At Kyndryl, we design, build, manage and modernize the mission-critical technology systems that the world depends on every day. When a bank clears payments, an airline boards a flight or a health service opens its doors , there is a good chance our systems are underneath it. We work with thousands of enterprise customers in more than 60 countries, and in fiscal 2026 we did $15.1 billion of business doing it.

Kyndryl Consult is the fastest-growing part of that business — $3.5 billion in revenue in fiscal 2026, up 18% year on year, on $4 billion of signings. What makes it different from a traditional consultancy is simple: we don't just advise. We build and we run. The recommendation and the accountability for making it work sit in the same place.

The team

Consult Propositions & GTM is the team that builds what Kyndryl Consult takes to market. We define the packaged consulting offers — we call them propositions — that our consultants sell, we set how they are priced, we own the story that goes with them, and we make sure our global community of client-facing consulting partners is equipped to sell them. Roughly everything a Kyndryl consultant puts in front of a client starts here.

We are rebuilding the team in FY27 around five capabilities, and this is one of them. You would be joining at the design stage, not the maintenance stage.

The role

You will own co-designing (with portfolio leads) the commercial architecture of our consulting portfolio: how each offer is priced, what it costs us to deliver, and the margin corridor it has to hold. Get that right and every proposition we launch is sellable at a price we can defend and a margin we can plan against. Get it wrong and the rest of the engine is pushing offers that don't pay.

This is not a deal desk. It is a small, deliberately senior team — you and three others — scoped to work on the commercial design of the portfolio itself and on how that scales across the portfolio and into practice – collaborating with global solutioning and pricing teams.

The interesting part is where pricing is going. Outcome-based commercial models and AI-era pricing are unsettled across the whole industry, and Kyndryl is unusually well placed to price on outcomes because we are the ones running the outcome. You will set our position on that.

What you'll do

Own the commercial architecture of every priority proposition — pricing model, cost baseline and margin corridor — and get it approved and in place before launch, not after

Set our commercial strategy for emerging pricing models, including outcome-based and consumption or AI-linked pricing, and make them real in live deals

Build a library of reusable solution patterns and commercial shaping standards so teams stop rebuilding the same deal from scratch

Design commercial packaging and cross-practice bundling that lifts average deal size

Gain feedback back loops from commercial firepower to lighthouse and must-win pursuits, and feed what you learn from wins and losses back into the portfolio

Build and lead a team of three, and act as the commercial voice in portfolio decisions alongside the strategy, enablement, narrative and operations leads

Partner closely with Finance and pricing authority, deal execution, practice and engineering leadership, our global go-to-market solutioning team and our alliance partners

What this role does not own. Deal approval authority sits with Finance and deal execution. Delivery estimates sit with practice and engineering. Individual seller quota sits in the markets. Your influence comes from designing the commercials , not from approving them .

How success is measured

In year one, on the things you control: the share of priority propositions launching with an approved cost and price model, pricing and quote turnaround time, and reuse of solution patterns. Over time, on outcomes you share with the business: average deal size, cross-practice attach , margin accuracy against plan, and win rate on the pursuits you support.

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

What you'll bring

Substantial experience in commercial architecture, pricing strategy, deal shaping or a commercial or bid excellence leadership role, in professional services, technology services or enterprise software

A track record of designing pricing and commercial models for complex, multi-year enterprise services — not just applying a rate card

Fluency with cost baselines, margin modelling and the economics of a services P&L, and the credibility to hold a position with Finance

Experience shaping large, complex pursuits and the judgement to know which ones deserve your team's time

The ability to influence senior stakeholders who don't report to you, across geographies and functions

Experience building or leading a small, senior team

What would set you apart

Direct experience designing outcome-based, managed-service or consumption-based commercial models

Exposure to how AI is changing services pricing, effort models and value capture

Background at a large professional services or systems integration firm, or in a commercial excellence or deal desk function at scale

Experience with partner and alliance joint-offer economics

The compensation range for the position in the U.S. is $179,760 to $341,520 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): $215,640 to $409,800
• California (All Other): $197,640 to $375,600
• Colorado: $179,760 to $341,520
• Massachusetts: $179,760 to $375,600
• New York City: $215,640 to $409,800
• Washington: $197,640 to $375,600
• Washington DC: $197,640 to $375,600

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 oppor