GCC Sales

Role Overview

We are seeking a highly driven and experienced Senior Sales Executive – GCC to

• Drive growth of the Global Capability Center (GCC) business
• Acquire new GCC logos and expand existing GCC accounts
• Lead BOT (Build‑Operate‑Transfer) and transformation‑led GCC engagements
• This role is explicitly focused on the next generation of GCCs — evolving from cost / execution hubs to digital, AI, and product innovation centers, where GenAI and agentic automation become embedded into the operating model.
• Build inbound GCC pipeline from India, US, Europe, and other APAC markets

Key Responsibilities

• Drive new logo acquisition for Global Capability Centers (GCCs) across India and global markets
• Build and manage CXO‑level relationships (CIO, CTO, GCC Head, COO, Digital Leaders)
• Own end‑to‑end GCC sales pipeline covering:
• Greenfield GCC setup
• BOT (Build‑Operate‑Transfer) models
• GCC‑as‑a‑Service and hybrid operating models
• Expand existing GCC accounts through cross‑sell and upsell opportunities
• Identify and close opportunities in:
• Cloud transformation and modernization
• Cybersecurity and resilience
• Data, analytics, AI / GenAI
• Application and infrastructure managed services
• Act as a trusted GCC advisor, guiding clients on:
• GCC strategy and maturity
• Scale‑up, optimization, and transformation roadmaps
• Create and convert pipeline for GenAI / AI led transformation within GCCs (new and existing), including:
• AI/GenAI value discovery workshops, maturity assessments, and roadmap definition
• Use-case led selling: service transformation, productivity, engineering acceleration, AI-ops, knowledge automation
• Position AI as an operating layer in GCCs (not just a pilot program), including agentic workflows where AI agents orchestrate multi-step business processes.
• Drive solutioning for AI-enabled offerings across:
• Data, Analytics, AI / GenAI
• Cloud modernization
• Cybersecurity & resilience
• Application & Infrastructure managed services (AIOps / automation)
• Lead solution‑led and advisory‑driven selling, including business case and ROI articulation
• Drive inbound GCC creation from global markets (India, US, Europe, other APAC)
• Position India as a strategic GCC destination for global enterprises
• Build and leverage ecosystem partnerships (consulting firms, real estate, talent partners, industry bodies)
• Track GCC market trends and shape go‑to‑market strategies
• Represent the organization at GCC forums, CXO roundtables, and industry events
• Collaborate with pre‑sales, delivery, finance, and legal teams for solutioning and pricing, commercial structuring and risk management
• Own the complete deal lifecycle from lead generation to closure and transition

Domain Requirements

• BFSI (Banking / Financial Services / Insurance)
• Manufacturing / ER&D / Industrial / Engineering Services
• Hi‑Tech / SaaS / Platforms

Must‑Have Requirements

• 10–18 years of experience in:
• IT services / system integration / consulting sales
• Strong exposure to GCC / captive center ecosystem
• Proven track record of:
• Large deal closures (₹20 Cr+ / multi‑year deals)
• Strong CXO connect and stakeholder management
• Solid understanding of:
• Cloud, cybersecurity, digital transformation
• Managed services
• Experience in BOT / GCC setup engagements
• Consulting or advisory‑led selling exposure
• Industry exposure: BFSI, Manufacturing, Retail, Healthcare, Hi‑Tech
• Familiarity with GCC operating and scale‑up models

Required Qualifications & Experience

• Bachelor's degree (Engineering preferred)
• MBA or equivalent qualification (preferred)
• Proven track record of consistently achieving or exceeding sales targets.

Key Skills & Competencies

• Consultative and solution‑led selling
• Strategic thinking and strong business acumen
• Financial modelling and business case creation
• Complex deal negotiation and structuring
• Relationship building and CxO engagement
• Strong executive communication and presentation skills

Success Metrics (KPIs)

• Number of new GCC logos acquired
• Revenue growth from GCC and BOT engagements
• Value and volume of transformation‑led deals
• Pipeline creation, win rate, and conversion ratio
• Account expansion, annuity growth, and retention