Regional Sales Head - Global Capability Centre

Position Overview:

The Regional Sales Head - GCC will drive revenue growth by developing and executing sales strategies within Global Capability Centers. The role involves building strong client relationships, identifying new business opportunities, and owning the end-to-end sales cycle. The ideal candidate will bring a consultative approach, strong understanding of the GCC ecosystem, and a proven ability to close deals and deliver sustained business growth.

Key Responsibilities:

Revenue Growth & Strategic Execution:

- Drive revenue growth by executing targeted business development and sales strategies within the GCC ecosystem across industries (BFSI, Retail, Healthcare, Technology, etc.).

- Develop and implement go-to-market (GTM) strategies to penetrate and expand within Global Capability Centers.

- Identify opportunities to increase wallet share across existing GCC clients.

Market Development & Opportunity Identification:

- Identify, prioritize, and pursue high-value GCC accounts and emerging centers in India and global markets.

- Build strong pipelines through proactive prospecting, networking, and industry engagement.

- Leverage market intelligence, industry forums, and professional networks to uncover new opportunities.

Client Relationship Management:

- Establish and nurture relationships with senior stakeholders within GCCs (e.g., Center Heads, Transformation Leaders, CIO/CTO offices).

- Position the organization as a strategic partner by aligning solutions with GCC transformation goals such as digitalization, cost optimization, and innovation.

- Drive long-term partnerships and account growth.

End-to-End Sales Ownership:

- Own the complete sales lifecycle:

1. Lead generation and qualification.

2. Solutioning and proposal development.

3. Client presentations and value articulation.

4. Commercial negotiations and deal closure.

- Consistently achieve or exceed sales targets and revenue goals.

Cross-Functional Collaboration:

- Collaborate with Marketing, Product, Consulting, and Delivery teams to align offerings with GCC needs.

- Ensure smooth transition from sales to delivery with clear expectations and customer success focus.

Market Intelligence & Competitive Analysis:

- Stay updated on GCC trends including digital transformation, automation, analytics adoption, and offshoring strategies.

- Track competitor activities and positioning within the GCC landscape.

- Provide strategic inputs to leadership on market shifts and growth opportunities.

Customer Insights & Product Feedback:

- Capture customer feedback to refine solutions and offerings for GCC clients.

- Act as the voice of the customer and influence product/solution roadmaps.

Sales Excellence & Process Optimization:

- Maintain strong pipeline hygiene, forecasting accuracy, and CRM discipline.

- Continuously improve sales processes to enhance conversion rates and deal velocity.

- Drive best practices in consultative selling and value-based engagements.

Job Requirements:

- Bachelors degree in Business, Marketing, Engineering, or related field (MBA preferred).

- 12-18 years of experience in sales/business development, with a strong focus on GCCs, IT services, analytics, or consulting.

- Proven track record of closing large and complex deals, preferably within GCC or enterprise environments.

- Strong understanding of the GCC ecosystem, operating models, and transformation priorities.

- Experience selling digital, analytics, cloud, or technology-driven solutions is highly preferred.

- Strong network within GCC leadership and decision-makers is a plus.

- Excellent communication, negotiation, and stakeholder management skills.

- Self-driven, target-oriented, and comfortable in a fast-paced, high-growth environment.

- Ability to manage multiple opportunities and independently drive deals to closure