Practice Presales Technical Client Leader - Security Services

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Job DescriptionThe Practice Presales Technical Client Lead (TCL) – Security Services role is responsible for the development of cyber security technical solutions. They spend 20% to 40% of their time interfacing and working directly with clients to understand their security requirements as well as other internal services or solutions requirements that underpin specific security services. A TCL is responsible for the overall security solution and ensures that it is competitive, innovative and leverages leading security service vendor products and services to build and price complex, multi-year Infrastructure Services (IS) security technical solutions.

A TCL will be leading a security services portfolio that encompasses a client’s project solution from service offering selection to project delivery and is responsible for preparing and delivering robust client oral presentations that reflect our competitiveness and value of the Security Services portfolio.

The TCL-Security Services is a key player in a larger client solution pursuit team (typically consisting of Sales, Solution Managers, Human Resources, Contracts and Negotiations, Service Delivery, Pricing, Risk, and other Subject Matter Experts) that develops innovative designs using proven approaches to deliver a winning client solution. They leverage the full breadth of services, labour, assets, software products to develop complex, multi-year solutions and optimized cost cases that meet client requirements. To meet these overall requirements, may need to consider services (and products) provided internally as well as external providers and partners.

A TCL-Security Services provides technical and security expertise across a range of technologies, solutions and architectures including Identity and Access Management (IAM), network security, logging and SIEM, remote access, Multi-Factor authentication and system/endpoint security. A TCL-Security Services is a central point of contact for organizations implementing security enhancement solutions and assists in drafting and providing quality assurance of solution blueprints, patterns, and processes. A TCL-Security Services provides subject matter expertise in the solution design and implementation of a range of security related technologies (for example: IAM, 2-factor authentication, etc.). Drives identification, validation, and remediation (disable accounts, adjust privileges, manage local accounts) of privileged accounts in managed environments. Develops strategy and guidance for the roll out of security strategies such as privileged account management, 2-factor authentication, and password resets.

A TCL-Security Services provides leadership and initiative to deliver new and complex high-quality solutions to clients in response to varying business requirements which may be as a result from Request For Proposals (RFP) or customer meetings. They incorporate in-depth knowledge of leading-edge products and technology in conjunction with industry and business results.

Environment skills: Professional knowledge of function, business unit or country operations. Understands organizational resources, priorities, needs and policies.

Communication/Negotiation: Guides other professionals. Adapts communications and approaches to conclude negotiations with various partners, resulting in common agreements.

Problem Solving: Analyses complex/new situations, anticipates potential problems and future trends, assess opportunities, impacts and risks. Develops and implement solutions.

Role Description

• Responsible for the development and selling of the Security Services solution to our clients
• Responsible for the overall cost, solution quality and deliverability of the solution
• Accountable for the overall success of the technical solution
• May need to lead multi-national, multi-disciplined teams of technical subject matter experts responsible for specific security services, using a combination of standard Kyndryl offerings, custom solutions, and external security vendors / partners
• Orchestrates the development of highly complex, multi-year, custom solutions and cost cases, all with the goal to ensure consistent delivery of high-quality services and / or solutions which meet the client’s business and technical requirements and fulfills Kyndryl’s obligations
• Actively participates in the client proposal / responses and contract negotiations
• Excellent written and verbal communication skills, confident, articulate, and professional speaking abilities (and experience)
• Empathic listener and persuasive speaker with unmatched presentation and negotiation skills
• Acts as an arbitrator (bridge) between the Sales, Delivery, Business Units, Offering teams and external partners / vendors
• Leads strategy development aimed at satisfying all parts of the client and Kyndryl
• Explains the technical solution, risks, and reasoning for costs
• Mitigates business and delivery risk
• Builds relationships with client’s Security leaders to demonstrate the benefits of our services
• Develops best practice and knowledge sharing techniques using blogposts, whitepapers, prototypes, proof of concepts, workshops, demos, and breakout sessions
• Maintains a technology edge by continuing to grow technology acumen through continuous research and learning of future trends
• Conducts knowledge sharing or training sessions on Kyndryl capabilities

Problem Solving

• Use creative break through thinking in dealing with complex situations
• Resolve and represent complex and difficult technical and commercial issues and customer requirements to Executives throughout Kyndryl
• Anticipate potential transition related problems
• Utilise refined techniques for identifying, eliminating, or mitigating solution, transition, and business risk
• As appropriate, challenge the validity of given procedures and processes with a view toward enhancement or improvement
• Analyse information and situations and implement actions, independently and / or through the management team, to ensure transition objectives are met

Contribution/Leadership

• Manage the collection and analysis of technical scope, requirements, baselines, and associated solution parameters
• Define the in & out of scope / profile items and customer responsibilities
• Own the technical solution and associated cost case
• Validate the technical solution and costs against client requirements, against competitive rates & ratios, and for completeness
• Manage the risk in developing a competitive solution by maintaining a balance between Delivery and Sales
• Ensure the evolving technical solution and costs continue to be properly reflected in our price, proposal, and contracts
• Lead the development of solution inputs to briefings, presentations, proposals, and contracts

Responsible for the building, updating and review with the customer the related contract documents, specific to the Security service