Job Title: Business Development Manager - Global Capability Centre (GCC)

Location: Bengaluru

Department: Sales

Reports To: Sector Sales Lead - GCC

Experience : 6-12 years in B2B Enterprise Sales (preferably in IT/ITES, SaaS, Consulting, or Business Services)

Job Summary:

- We are looking for a high-performing Enterprise Solution-Sales Expert to drive strategic sales growth from the Global Capability Centre (GCC) segment. Will initiate the sales cycle from market mapping to lead generation and facilitate deal closure through the regional sales teams, specifically targeting existing and new upcoming GCCs in India.

- Act as a bridge between market, regional sales and solution development. This role requires deep understanding of the GCC ecosystem, strong stakeholder engagement skills, and a proven track record of consultative selling to global decision-makers and procurement leaders.

Key Responsibilities:

New Business Development:

- Identify and map GCC accounts (existing and upcoming).

- Build and maintain a high-quality pipeline through strategic networking with GCC enablers, referrals, events, marketing-first inbound leads and direct outreach.

- Close working with inside sales and on-ground territory mapping to identify new opportunities and ensure 100% market mapping & coverage

- Develop deep account intelligence to map decision-making hierarchies and budget cycles.

- Engage CXOs, heads of India GCCs, global procurement, and HR & Facilities leadership to build multi-threaded relationships.

Enterprise Sales & Solutioning:

- Initiate the new client acquisition process: market mapping, lead generation, sales funnel building (prospect / research / WITY road-mapping), need analysis, and then collaborating with the regional sales teams for proposal development till deal closure.

- Manage long, complex sales cycles with multiple high-level stakeholders.

- Collaborate with Marketing, Inside sales, Regional Sales, Ops, and Culinary teams to design tailored offerings & proposals for GCCs

- Consultative Selling: Position food service solution as enabler of innovation, employee experience and larger business differentiation for global teams operating out of India.

- Market Intelligence: Track GCC expansion trends, industry movements, and account shifts to identify opportunities early.

- Reporting: Maintain CRM hygiene & quality and provide accurate sales forecasts and updates to senior leadership.

Key Requirements:

- 6-12 years of enterprise sales experience, with at least 3 years focused on GCCs or global enterprises operating in India.

- Strong network and understanding of the India GCC landscape - knowledge of top & upcoming cities (Bangalore, Hyderabad, Pune, NCR, Chennai, Mumbai) and key players.

- Prior experience in selling to CXOs and senior leadership in global enterprises.

- Experience with complex, consultative, and solution-led selling (services, SaaS, digital transformation, managed services, etc.).

- Ability to work independently and cross-functionally in a fast-paced, consultative sales environment

- Ability to navigate long sales cycles, manage multiple stakeholders, and close large-value deals.

- CRM & MS-Excel proficiency and disciplined sales pipeline management

- Strong written & oral English communication & presentation skills

Preferred Qualifications:

- Degree in Business, Engineering, or related field. MBA is preferred.

- Exposure to enterprise solution selling in IT, Business Process Management, SaaS, or professional services firms.

- Experience working with global teams or in a matrix environment.

Performance Metrics:

- Sales Pipeline volume as per ARO targets

- Conversion rates - Leads to Pipeline to Wins

- Buyer's Grid quality for pipeline before it goes into proposal development

- Number of new premium GCC accounts acquired annually

- Total ARO from new wins initiated by BDM

- Brand perception & Trusted Advisor impact as measured through client feedback post-engagement.)