Sales & Business Development Lead - Global Capability Centre (GCC) 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 Global Capability Centre (GCC) business. This strategic role is responsible for expanding our footprint with global clients across industries that have established or emerging GCC operations, leveraging strategic engagement, consultative selling, and deep understanding of the GCC ecosystem.

The ideal candidate is a seasoned professional with:

- Strong experience selling IT services and solutions to global enterprises with GCCs, across industries.

- A proven track record in IT services sales and business development, managing complex, multi-stakeholder engagements.

- An active network of senior decision-makers within GCC ecosystems (CIOs, GCC Heads, Digital & Technology Leaders).

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

- In this role, you will lead go-to-market initiatives, identify high-impact opportunities, and shape proposals that align organizational capabilities with client transformation objectives. You will collaborate closely with global delivery, solutioning, and leadership teams to deliver scalable, high-quality outcomes and position the organization as a trusted GCC partner.

Key Responsibilities

New Business Development

- Identify, qualify, and close new opportunities within global client GCCs across North America, Europe, UK, Australia, and APAC.

- Client Relationship Management

- Build and sustain strong relationships with C-level and senior technology, digital, and operations stakeholders within client GCCs.

Account Growth

- Drive expansion across existing accounts by identifying cross-sell and upsell opportunities in application development, managed services, digital transformation, analytics, cloud, AI, and enterprise platforms.

Strategic Planning

- Develop and execute go-to-market strategies aligned with organizational growth objectives and the GCC delivery model.

Collaboration & Enablement

- Partner with delivery leaders, solution architects, and SMEs to craft client-centric value propositions and winning solutions.

Sales Operations

- Own revenue targets and KPIs; manage the full sales lifecycle from prospecting to contract closure, coordinating with pre-sales, legal, and commercial teams.

Qualifications and Experience

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

- 12-20 years of experience in IT services sales or business development.

- Proven success selling into GCCs of global enterprises or managing large strategic accounts.

- Strong deal credentials, including winning at least 3 large deals in the last 12 months, with an average value of USD 7-10M per annum.

- Deep understanding of GCC operating models, sourcing strategies, and evolution in India and globally.

- Established relationships with senior decision-makers (CIOs, GCC Heads, Digital/Technology Leaders) across multiple global GCCs.

- Strong familiarity with solutioning and sales of ADM, Managed Services, AMS, Cloud, ERP, AI/Analytics, and Digital Platforms.

Skills and Competencies

- Strategic thinker with strong consultative selling capability

- High executive presence and stakeholder influence

- Excellent negotiation, presentation, and communication skills

- Self-driven with the ability to operate independently and in cross-functional environments

- Strong organizational discipline with focus on pipeline accuracy and forecast management

Preferred Experience

- We are particularly interested in professionals with:

- Leadership experience in a leading IT services organization in sales or business development roles

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

- 10+ years in a stable, progressive sales or business development career

- Strong track record selling to Indian and global clients

- Deep understanding of the GCC ecosystem and its evolution in India

- Awareness of GenAI and emerging technology trends influencing enterprise deals today