Sales Director

Role: Sr. Client Partner – IT Services (GCC Accounts & New Business)

Role Overview:

The Client Partner will be responsible for managing and growing a portfolio of existing Global Capability Centre (GCC) clients in multiple industries, ensuring revenue growth, gross margin, delivery excellence and client satisfaction. In addition, the role also requires a strong sales-hunter mindset to identify, pursue and acquire new client logos, expanding the company's footprint in strategic markets.

Key Responsibilities

1.Account Management

• Serve as the primary relationship owner for a set of GCC clients
• Drive account growth through upselling and cross-selling IT services (application development, infrastructure, cloud, digital transformation, etc.)
• Develop strategic account plans aligned with client priorities and industry trends
• Ensure delivery excellence by collaborating with delivery teams, monitoring SLAs and proactively addressing client concerns
• Act as a trusted advisor, providing insights on technology adoption, innovation and transformation opportunities.

2.Sales Hunting

• Identify and pursue new business opportunities within target industries and geographies
• Build a pipeline of prospects through networking, market research and leveraging industry connections
• Lead the end-to-end sales cycle: prospecting, solution positioning, proposal development, contract negotiation and closure
• Collaborate with pre-sales, solution architects, delivery and marketing teams to craft compelling value propositions

3.Strategic Leadership

• Provide market intelligence on GCC trends, client needs and competitive landscape
• Partner with senior leadership to shape go-to-market strategies for GCC accounts
• Represent the company at industry forums, conferences and client events to enhance brand visibility

Key Performance Indicators (KPIs)

• Revenue Growth: Year-on-year increase in account revenue
• Client Satisfaction: Measured through NPS/CSAT scores
• New Logo Acquisition: Number and value of new clients signed
• Account Penetration: Expansion of services within existing GCC accounts
• Deal Closure Rate: Conversion ratio of opportunities to signed contracts

Desired Skills & Qualifications

• Proven experience (15–20 years) in IT services account management and sales
• Strong understanding of GCC operating models and global IT outsourcing
• Must be well versed with all engagement models such as Managed Services, Fixed Price, BOT, Staff Augmentation, etc.,
• Excellent relationship management, negotiation and communication skills
• Demonstrated success in hunting and acquiring new clients
• Ability to navigate C-suite stakeholders and influence decision-making
• Working with Hi-tech, Media and Telecom GCCs are preferred
• Knowledge of digital, cloud, AI/ML and enterprise IT services
• BE, MBA or equivalent degree preferred