Business Development - New Logo Opportunities

About the role

Kyndryl runs and reimagines the mission-critical technology systems used by leading businesses, combining expertise with AI-powered insights. This role identifies, develops and qualifies new logo business opportunities across large enterprise accounts, combining commercial acumen with a consultative, value-driven approach. It shapes complex opportunities from early identification through qualification, builds strong client relationships and articulates clear business value, before handing mature opportunities to the deal execution team.

Key responsibilities

• Identify and develop new logo opportunities within large enterprise organizations
• Build and maintain trusted relationships with senior client stakeholders, including CIO-level and business leaders
• Shape early-stage opportunities through discovery, qualification and value definition
• Apply a consultative sales approach, turning client challenges into differentiated proposals
• Articulate business cases supported by financial, cost and value models (ROI, TCO, business impact)
• Manage and maintain a healthy pipeline with accurate forecasting and visibility
• Work with solution architects, consult teams, delivery experts and partners to co-create solutions
• Engage the partner ecosystem (cloud, infrastructure and technology partners) to strengthen value propositions
• Contribute to proposals and support commercial discussions and negotiations with the deal team
• Ensure effective handover of qualified opportunities while keeping customer continuity

Required profile

• Proven experience in business development, consultative sales or complex B2B selling in enterprise environments
• Ability to work on multi-stakeholder, long-cycle opportunities
• Confident engagement with senior clients and adaptation of messaging to different audiences
• Strong communication, negotiation and stakeholder management skills
• Comfortable working in ambiguous or evolving situations
• Fluent English; additional languages are a plus

Required skills

• Understanding of hybrid infrastructure, cloud and cloud migration, IT and application modernization, managed services and transformation programs
• Ability to structure and defend value-based business cases
• Preferred: experience in IT services, consulting or technology-driven transformation, exposure to enterprise procurement and governance, and experience in global or matrixed organizations