About the Role:

We are looking for a high-performing Business Development Leader to drive growth in the India market with a strong focus on Global Capability Centres (GCCs). This role requires a balanced hunter-farmer mindsetsomeone who can open new GCC accounts while also expanding and mining existing relationships to drive sustained revenue growth.

Key Responsibilities:

- Drive GCC Growth in India: Identify and target Global Capability Centres across key metros (Bangalore, Hyderabad, Pune, Chennai, NCR) beginning with Bangalore.

- Drive new business acquisition across GCCs, Captives, and Enterprise clients.

- Own end-to-end enterprise sales cycle from prospecting to closure.

- Drive end-to-end new business development and revenue generation through proactive hunting.

- Identify, qualify, and convert new GCC prospects within target industries.

- New Logo Acquisition: Proactively hunt and convert new GCC opportunities into strategic accounts.

Account Mining & Growth:

- Expand existing GCC accounts through cross-sell and upsell.

- Build multi-threaded relationships within client organizations.

- Identify whitespace opportunities and drive wallet share growth.

- CXO Engagement: Establish and nurture relationships with CIOs, CTOs, GCC Heads, and business stakeholders.

- Solution Selling: Position 3i Infotechs capabilities (Applications, Analytics, data, QA, managed services) with a consultative approach.

- End-to-End Sales Ownership: Manage the full sales cyclefrom lead generation to deal closure.

- Deal Structuring: Lead complex deal discussions including RFP responses, commercials, and negotiations.

- Collaboration with Delivery: Partner with delivery teams to ensure strong solutioning and successful execution.

- Market Intelligence: Track GCC expansion trends, sourcing strategies, and competitor positioning.

- Revenue Accountability: Own and consistently exceed quarterly and annual revenue targets.

- Develop and execute a GCC-focused sales strategy across assigned regions and strategic accounts.

- Build CXO and senior stakeholder relationships within client GCC organisations.

- Align GCC opportunities with global account strategies and drive pipeline creation.

- Lead deal qualification, proposal development, and closure of new engagements.

Key Requirements:

- 15-20 years of experience into IT services sales in the domestic market with at least 10 years of experience into hunting new GCC/captive accounts.

- Should have achieved an annual target of at-least INR 100 cr for the last 5 years.

- Strong exposure to GCC ecosystem in India with a strong network across key GCC stakeholders.

- Proven track record in both new business development (hunting) specifically for GCC accounts and account mining/farming within GCC accounts.

- Experience handling large enterprise accounts and multi-stakeholder engagements.

- Solid understanding of offshore delivery models and global delivery frameworks.

- Strong relationship-building, negotiation, and executive communication skills.

- Demonstrated success in solution-based selling and managing complex deal cycles.

Qualifications:

- Full time MBA or equivalent post-graduate degree in Business, Strategy, Marketing, or related field.