Associate Director - Account Management (GCC/Captives Focus)

Location: Bangalore

Function: Markets Ecosystems - FS GCC

Role Overview:

You will:

- Drive client growth and sales pipeline growth for the practice.

- Understand client businesses, build relationships, and provide consultative solutions.

- Collaborate with internal teams to design and deliver tailored solutions for Global Capability Centers (GCCs)/Captives.

Key Responsibilities:

Business Development & Account Management:

- Client Acquisition: Identify, pursue, and win new clients within the FS GCC/Captive ecosystem.

- Account Hunting & Farming: Drive new business opportunities and nurture existing accounts.

- Sales Pipeline: Build and manage pipeline by supporting proposals and pursuits.

- Stakeholder Engagement: Conduct regular meetings with key decision-makers and influencers.

- End-to-End Sales Process: Lead generation, closure, paperwork, and collections.

- Team Coordination: Work with various Offerings & Solution teams to ensure smooth delivery.

Strategic Account Management:

- Act as the conduit between account teams and firm-wide functions to deliver One Firm experience.

- Develop and implement account strategies, including relationship mapping and opportunity tracking.

- Facilitate client planning workshops and ensure timely follow-up on proposals.

- Drive conversion of strategic opportunities and ensure account fundamentals are in place.

Sector & FS GCC Focus:

- Develop and execute sales strategies tailored to FS GCC clients.

- Build and maintain strategic relationships with C-level executives in GCCs.

- Stay updated on industry trends and represent the firm at industry events.

Expertise & Qualifications:

- Experience: 10+ years in sales/business development, preferably in professional services with GCC focus.

- Network: Established relationships with decision-makers in GCC industry.

- Track Record: Demonstrated success in selling to GICs/GCCs/Captives and achieving revenue targets.

- Education: Bachelors degree in Business/Technology; MBA preferred.

Skills:

- Account Management (Hunting & Farming)

- Stakeholder Management & Consultative Selling

- Contracting (MSA, local agreements)

- Familiarity with major platforms and OEM offerings

- Prior Consulting/Big 4 experience preferred

Personal Attributes:

- Strong consultative selling and storytelling skills.

- Excellent negotiation, presentation, and client engagement capabilities.

- Solution-oriented mindset with sharp analytical skills.

- Ability to work independently and collaboratively with global teams.

- High accountability and passion for delivering measurable business outcomes