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Practice Presales Engineering Lead – Mainframe / zCloud Services

Apply Job ID 458568BR Date posted 10/06/2021 Location(s) Calgary, Canada; Ottawa, Canada; Toronto, Canada; Montreal, Canada; Markham, Canada; Acheson, Canada; Edmonton, Canada; Burnaby, Canada; Kamloops, Canada; North Saanich, Canada; Vancouver, Canada; Victoria, Canada; Winnipeg, Canada; Florenceville-Bristol, Canada; Fredericton, Canada; St. John's, Canada; St. John, Canada; Bedford, Canada; Halifax, Canada; Barrie, Canada; Hamilton, Canada; Kingston, Canada; London, Canada; Mississauga, Canada; North Bay, Canada; Canada; Oshawa, Canada; Vaughan, Canada; Dorval, Canada; Drummondville, Canada; Kirkland, Canada; Pointe-Claire, Canada; Sainte-Foy, Canada; Regina, Canada; Saskatoon, Canada; Canada

Why Kyndryl

We design, build, manage and modernize the mission-critical technology systems that the world depends on every day. Our people are at the center, discovering, co-creating, and strengthening. We push ourselves and each other to seek better, to go further, and we carry this energy to our customers. In October 2020, IBM announced it's intention to separate the IT Infrastructure Services unit of its Global Technology Services division into a new, separate public company, creating two industry-leading companies - IBM and Kyndryl. The spin-off is expected to be completed by the end of 2021. To find out more about Kyndryl, including information relating to privacy, please visit

Please be aware Kyndryl will continue to use some IBM systems for a certain period after spin-off. This means when you sign up to either the IBM or Kyndryl candidate portal, you will have the benefit of being able to see and apply for IBM and Kyndryl jobs and to access information about IBM and Kyndryl jobs you have applied to, for a limited period from either candidate portal. If you have already signed up as a candidate on IBM’s portal, please continue to use this account to access IBM and Kyndryl jobs.

Your Role and Responsibilities

The Practice Presales Engineering Lead (PEL) is a client facing subject matter expert that represents Kyndryl’s Core Enterprise, Mainframe and zCloud services portfolio. The PEL supports specialty sellers and solutioning pursuit teams in a pre-sales capacity with deep Mainframe and zCloud expertise and plays an active role with go to market teams to instill the necessary technical expertise required to help close deals. The PEL is responsible for preparing and delivering robust client oral presentations that reflect our competitiveness and value of the Mainframe and zCloud portfolio.

As part of the Core Enterprise and zCloud Practice, the PEL assist the sales, solution and delivery teams in optimizing our client’s infrastructure investments while planning for future business needs with services that address on-demand capacity planning, modernization of aging components and private and hybrid cloud infrastructure management services.

Kyndryl infrastructure modernization solutions help our clients increase speed and agility by managing their hybrid cloud infrastructure. Core Enterprise and zCloud Practice solutions can leverage Kyndryl and non-Kyndryl offerings, managed services, human resources, hardware & software products, and third-party contractors.

The PEL has experience and advanced knowledge and understanding of the following Services topics:
  • Cloud Design & Implementation Consulting
  • Storage Services Solutions
  • Systems Trans Services (custom, non-cloud)
  • Design & Implement Automated Sys Admin Tasks-RH Ansible
  • Design & Development of Hybrid Multicloud Services & Solutioning
  • Design Application Hosting Services Solutions
  • Design Blockchain on Bluemix Solutions
  • Design Cloud Managed Infrastructure Services Solutions
  • Design Cloud Managed Services Solutions for IBM i
  • Design Cloud Managed Services Solutions for System z
  • Design Data Ctr Ops & Management Services Solutions
  • Design Mainframe Server Services Solutions
  • Design Solutions using Cloud Brokerage Managed & Ops Services
  • Design Solutions using Cloud Deployment Services (Hybrid)
  • Design Solutions using Data Analytics Services for IT
  • Design Solutions using Infrastructure Management for IBM Cloud
  • Design Solutions using Infrastructure Management Services (Hyperscalers)
  • Design Solutions using Infrastructure Management Services (non-cloud)
  • Design Solutions using Hybrid Cloud Services for private cloud
  • Design Solutions using Hybrid Cloud Services (Cloud & non-Cloud)
  • Design Sys Managed Services (custom, non-cloud) Solutions
  • Client Relationship Experience
  • Offering Development and/or Strategic Planning and Execution

Role Description
  • Works closely with Sales and Account teams selling directly to our clients and function as the technical interface for that engagement
  • 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 with excellent presentation and negotiation skills
  • Mitigates business and delivery risk
  • Builds relationships with client technology leaders to demonstrate the benefits of Kyndryl technology and services
  • Develops best practice and knowledge sharing techniques using blogposts, whitepapers, prototypes, proof of concepts, workshops, demos, and breakout sessions
  • Supports Sales’ team pursuits and opportunities to help drive growth
  • 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

Communication / Negotiation

  • Be the lead pre-sales client technical interface for the Core Enterprise and zCloud Services solution during client meetings, presentations, etc.
  • Gain the client's confidence in Kyndryl technical and delivery capabilities by effectively utilizing and guiding the technical engagement team
  • Communicate the sales and solution strategy to the technical engagement team
  • Be the lead Practice interface and escalation point for the technical engagement team
  • Ensure all appropriate Kyndryl and client information, current and historical, relating to the technical solution is included in the required Kyndryl databases
  • Negotiate acceptance of the overall Core Enterprise and zCloud Services solution and its associated costs across the technical engagement team
  • Interface directly with Sales, solution and Delivery Executive management
  • Fix or escalate anything that stands in the way of winning

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.
  • 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


  • Manage the collection and analysis of technical scope, requirements, baselines and associated assumptions
  • Assist during the development of technical solution direction, alternatives, assumptions, and transition strategy
  • Define the in and out of scope / profile items and customer responsibilities
  • Assist the technical engagement teams, where necessary, to develop the technical solution and associated cost case, while ensuring alignment with the client’s base 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
  • Assist during the evolving technical solution cycle such that costs continue to be properly reflected in the client’s price, proposal, and contracts
  • Leverage Mainframe technologies, reference architectures and technical work products to solve the client's business challenges to deliver value, while ensuring technical viability and project profitability
  • Assist the development of solution inputs to briefings, presentations, proposals, and contracts

Required Technical and Professional Expertise

Must have/required
  • 10+ years of experience working with large scale enterprise-wide system architecture, solution design, development and deployment principles and practices
  • 10+ years of experience in the computer industry with a broad knowledge of mainframe computing environments as well as storage systems for data storage, backup and restore and resiliency
  • Good understanding of mainframe system budgets and associated cost drivers (hardware, software, labour, network, data centre, etc.)
  • Experience supporting mainframe environments
  • Strong mainframe hardware (e.g., zSeries) and software (z/OS, Db2 for z/OS, Red Hat OpenShift and hybrid cloud platforms) with emphasis on providing recommendations for clients applying broad technical skills, industry knowledge and business acumen expertise for consulting engagements, project services and managed services
  • Excellent interpersonal and organizational skills, ability to handle diverse situations, multiple initiatives, and rapidly changing priorities
  • Excellent customer relationship and customer presentation skills
  • Infrastructure and cloud pre-sales experience, skillset to establish trust with clients and ability to influence key decision makers in the sales cycle
  • Current or previous proven experience and hands-on as a successful business development leader
  • Demonstrated skills in leadership, communication, coaching, analysis, troubleshooting, and problem solving
  • Experienced, persuasive, and effective presenter, both written and verbal

Preferred Technical and Professional Experience

  • Bachelor's Degree in Computer Science, Engineering, or equivalent work experience
  • Applicable industry certifications
  • Strong bilingual English and French language fluency
  • Ability to lead architectural discussions

Required Education

High School Diploma/GED

Preferred Education

Bachelor's Degree

Eligibility Requirements

Bachelor's Degree

Being You @ Kyndryl

Kyndryl is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, pregnancy, disability, age, veteran status, or other characteristics. Kyndryl is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

Other things to know

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Primary Job Category


Role (Job Role)

Client Technical Leader

Employment Type


Contract Type


Position Type


Travel Required

Up to 10% or 1 day a week


(Y009) Kyndryl Canada Limited

Is this role a commissionable / sales incentive based position