Director GCC Business & Strategic Alliances

Experience: 10-15 years

Function: Enterprise Sales / Business Development / Strategic Alliances

Industry: Technology Services / Engineering Services

About the Organisation:

Our client is an established B2B technology and engineering services organisation working with leading global enterprises.

As part of its next phase of growth, the organisation is looking for a senior business leader to build and scale its GCC and strategic-alliance business.

About the Role:

The Director GCC Business & Strategic Alliances will drive growth through two key channels:

- Building direct business relationships with mature Global Capability Centers (GCCs) in India.

- Developing strategic partnerships with global enterprises, technology companies and ecosystem partners to create joint business opportunities.

This is a hands-on business-building role requiring the individual to personally develop senior relationships, create opportunities, lead commercial conversations and close enterprise deals.

Key Responsibilities:

- Develop and execute the go-to-market strategy for the GCC and strategic-alliance business.

- Identify and engage mature GCCs of large global organisations in India.

- Personally lead senior-level client conversations and close large technology and engineering engagements.

- Build relationships with GCC Heads, Engineering Leaders, Digital Leaders, Procurement Heads and other senior decision-makers.

- Create and manage a strong pipeline of qualified enterprise opportunities.

- Develop partnerships with technology companies, global enterprises and ecosystem partners.

- Build joint solutions, commercial models and co-selling plans with alliance partners.

- Leverage existing global relationships to develop opportunities with corresponding GCCs in India.

- Work closely with solution, engineering and delivery teams to develop client-specific proposals.

- Own revenue planning, forecasting, commercial negotiations and overall business performance.

- Represent the organisation at relevant industry, GCC and partnership forums.

Candidate Profile:

- 10-15 years of experience in enterprise sales, business development, strategic accounts or global alliances.

- Proven, hands-on experience personally fronting and closing business with mature GCCs in India.

- Strong exposure to technology services, product engineering, digital transformation, IoT, automation or engineering and R&D services.

- Established relationships with senior stakeholders across GCCs and large global organisations.

- Experience building a new market, business vertical or sales channel from the ground up.

- Ability to manage long and complex enterprise sales cycles involving multiple global stakeholders.

- Demonstrated success in developing strategic alliances that generated measurable revenue.

- Strong commercial orientation with experience in revenue planning, forecasting and negotiations.

- Engineering or another relevant technical degree preferred; an MBA would be an advantage.

Preferred Candidate Background:

Candidates may come from:

- Technology and engineering services companies

- Engineering and R&D service providers

- Product engineering organisations

- Digital transformation and enterprise technology companies

- Organisations with established GCC and strategic-alliance practices

What Makes This Opportunity Interesting:

- Opportunity to build and lead a strategic business vertical.

- Direct engagement with the organisations senior leadership.

- Combination of enterprise sales, strategic alliances and international business development.

- Opportunity to work with large global enterprises and their GCCs in India.

- High degree of ownership over strategy, partnerships, pipeline and revenue.