Sales & Business Development Lead - Energy & Utilities (+ Global Capability Centre Focus)

Location: Bangalore

Level: Senior Manager / Director

We are looking for a dynamic and results-oriented Sales & Business Development Leader to drive the growth of our Energy & Utilities Global Capability Centre (GCC) business. This pivotal role is responsible for expanding CGI's footprint with global E&U clients that have established or emerging GCC operations, leveraging deep industry insight, strategic engagement, and consultative selling.

The ideal candidate is a seasoned professional with:

- Strong domain expertise in the Energy & Utilities sector, particularly across power, gas, water, renewables, or emerging energy tech.

- A proven track record in IT services sales and business development, with experience navigating complex, multi-stakeholder deals.

- An active network of senior decision-makers within the GCC ecosystems of global utility organizations.

- A consultative, solution-oriented approach to client engagement, focused on building long-term partnerships and delivering tangible business value.

In this role, you will lead go-to-market strategy, identify high-impact opportunities, and shape proposals that align CGI's capabilities with our clients' transformation goals. You'll work cross-functionally with global teams to deliver scalable, high-quality solutions that position CGI as a trusted partner in the evolving energy landscape.

Key Responsibilities:

- New Business Development: Identify, qualify, and close new opportunities within global E&U GCCs across North America, Europe, UK,Australia and APAC regions.

- Client Relationship Management: Cultivate and maintain strong relationships with C-level and senior technology and operations stakeholders within utility GCCs.

- Account Growth: Drive expansion across existing accounts by identifying cross-selling and upselling opportunities in application development, digital transformation, analytics, cloud, and operational technology (OT) services.

- Strategic Planning: Develop and execute go-to-market strategies aligned with the growth objectives of the E&U vertical and GCC delivery model.

- Collaboration & Enablement: Work closely with delivery leaders, solution architects, and industry SMEs to craft winning value propositions and client-centric solutions.

- Sales Operations: Own sales targets and KPIs; manage the sales cycle from prospecting to contract finalization, and coordinate with pre-sales and legal/commercial teams as needed.

Qualifications and Experience:

- Bachelor's degree in engineering, Business, or related field (MBA preferred).

- 12-20 years of relevant experience in IT services sales or business development, with at least 10+ years in the Energy & Utilities domain.

- Proven success in managing and growing large enterprise accounts or selling into GCCs of global utilities. Credentials of winning atleast 3 deals in last 12 months with average value of $7-10m USD per annum.

- Strong understanding of industry trends such as energy transition, grid modernization, DER integration, and digital customer experience.

- Deep relationships with key decision-makers (CIOs, Digital Heads, GCC Leads) in at least 10-15 E&U GCCs.

- Familiarity with solutioning and sales of ADM, managed services, cloud, IoT/OT, and AI/analytics offerings.

Skills and Competencies:

- Strategic thinker with consultative selling skills

- High executive presence and strong stakeholder management

- Strong negotiation, presentation, and communication skills

- Self-starter with the ability to work independently and in cross-functional teams

- Strong organizational skills with attention to detail and pipeline accuracy

We're especially interested in professionals with the following experience:

1. Leadership experience in a leading IT services organization - IT Services / Technology Sales role

2. Proven success in selling large managed services / AMS / T&M / ERP /Application Development deals (USD 15 to 50M+)

3. 10+ years in a business development / Sales role with a stable career track

4. Strong track record in selling to Indian / Global clients

5. Deep understanding of the evolution of Global Capability Centers (GCC) in India

6. Awareness of Gen-AI and other emerging technology trends influencing deals today