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
