Role Overview
We are seeking a seasoned sales leader with deep expertise in Global Capability Centers (GCCs), Global In-house Centers (GICs), and enterprise transformation services. This role is responsible for driving new business, shaping strategic deals, and scaling GCC advisory and build-operate-transfer (BOT) offerings for large global enterprises.
The ideal candidate brings a proven track record in firms like ANSR, Zinnov, Everest Group, Big 4, or leading IT services firms, with strong C-suite relationships and a consultative selling approach.
Key Responsibilities
1. Business Development & Revenue Growth
· Own and exceed annual sales targets (multi-million USD quota)
· Drive end-to-end sales cycles fC setup, scaling, and transformation
· Originate and close deals across:
o GCC strategy & advisory
o Build-Operate-Transfer (BOT) / Managed GCC models
o Offshore/nearshore expansion programs
· Develop a robust pipeline across Fortune 2000 clients
2. Strategic Client Engagement
· Build trusted relationships with CXOs (CIO, CTO, COO, CHRO, CFO)
· Position GCCs as strategic transformation enablers, not just cost centers
· Lead C-level conversations around:
o Digital transformation
o Innovation hubs
o Talent strategy & globalization
o Cost optimization and resilience
3. Solution Selling & Deal Shaping
· Partner with consulting and delivery teams to design differentiated GCC solutions
· Lead complex deal structuring, pricing, and commercial negotiations
· Create and articulate compelling value propositions for global enterprises
· Drive RFPs, pitches, and executive presentations
4. Market Development & Thought Leadership
· Represent the organization at industry forums, GCC summits, and executive roundtables
· Build market presence in GCC ecosystems (India, Eastern Europe, Latin America, etc.)
· Contribute to thought leadership—whitepapers, client perspectives, and webinars
5. Ecosystem & Partnerships
· Work with government bodies, economic zones, PE firms, advisors and partners
· Build alliances with talent providers, real estate, and tech ecosystem players
· Strengthen relationships across GCC advisory and consulting ecosystems
Required Experience & Qualifications
Experience
· 15–20+ years in enterprise sales / consulting
· Minimum 7–10 years selling GCC / GIC / global delivery models
· Strong background in:
o GCC setup / BOT / managed services
o IT/BPM services or consulting-led transformation deals
· Proven track record of closing $5M–$50M+ deals
· Experience working in firms like:
o ANSR, Zinnov, Everest Group
o Big 4 consulting firms (Deloitte, EY, PwC, KPMG)
o Tier-1 IT services companies (Infosys, TCS, Accenture, Wipro, Cognizant)
Skills
· Deep understanding of:
o GCC lifecycle (strategy → setup → scale → transform)
o Global talent markets and location strategy
o Enterprise digital transformation
· Strong consultative / solution selling skills
· Excellent executive presence and communication
· Ability to navigate complex, multi-stakeholder deals
Preferred Qualifications
· MBA or advanced business degree
· Existing relationships with Fortune 2000 decision-makers
· Experience selling into industries such as:
o Technology
o BFSI
o Healthcare & Life Sciences
o Retail / CPG
· Exposure to emerging GCC trends (AI hubs, innovation labs, product engineering centers)
Success Metrics
· Revenue and pipeline growth
· Number and size of GCC deals closed
· New logo acquisition vs. expansion within existing clients
· CXO engagement depth and client satisfaction
· Market positioning and thought leadership impact
What We Offer
· Opportunity to shape a fast-growing GCC services business
· Access to top-tier enterprise clients globally
· Highly entrepreneurial, high-visibility role
· Competitive compensation with strong performance incentives
Ideal Candidate Profile
A hunter + strategist hybrid—someone who:
· Has credibility in the GCC ecosystem
· Can engage at boardroom level
· Understands both business and operating model transformation
· Thrives in a high-growth, ambiguous environment
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