Position Overview:

We are looking for an accomplished Senior Enterprise & GCC Sales to drive new business growth, strategic account acquisition, and revenue expansion across large enterprises and Global Capability Centers (GCCs). The ideal candidate will have a strong track record of selling technology, digital transformation, IT services, consulting, SaaS, or related enterprise solutions to CXO and senior decision-makers.

This role requires a consultative, outcome-oriented sales professional who can build relationships at the executive level, identify complex business opportunities, manage long enterprise sales cycles, and close high-value strategic deals.

Seniority:

Job Title: Senior Enterprise & GCC Sales Specialist

Experience: 8-15+ years

Employment Type: Full-time

Function: Enterprise Sales / Business Development / Strategic Accounts

Reporting To: Head of Sales / VP Sales

Key Responsibilities:

1. Enterprise & GCC Business Development:

- Identify, qualify, and acquire new enterprise and GCC accounts.

- Develop a strong pipeline across target industries, accounts, and geographies.

- Build and execute account-based sales strategies for large enterprises and GCCs.

- Research target organizations, their business priorities, technology landscape, organizational structure, and investment plans.

- Identify opportunities related to digital transformation, technology modernization, cloud, AI/ML, data, cybersecurity, engineering services, managed services, SaaS, or other relevant solutions.

- Establish the organization as a strategic technology/business partner rather than a transactional service provider.

2. Sales & Revenue Ownership:

- Own the complete sales lifecycle from prospecting through closure and account expansion.

- Achieve and exceed assigned revenue, booking, gross-margin, and new-logo targets.

- Generate qualified opportunities through outbound prospecting, networking, referrals, industry events, partnerships, and account research.

- Develop accurate sales forecasts and maintain disciplined pipeline management.

- Manage multiple complex opportunities simultaneously.

- Negotiate commercial terms, contracts, pricing, and deal structures with customers and internal stakeholders.

- Drive deals to closure while protecting margins and commercial objectives.

3. Consultative & Solution Selling:

- Understand customer business problems and translate them into measurable business outcomes.

- Collaborate with pre-sales, solution architects, delivery teams, product teams, and subject-matter experts to develop tailored solutions.

- Prepare compelling proposals, presentations, statements of work, RFP/RFI responses, and business cases.

- Demonstrate strong understanding of consultative, value-based, and solution-selling methodologies.

- Articulate ROI, TCO, productivity improvements, risk reduction, revenue impact, and transformation benefits.

4. GCC-Focused Sales:

- Identify organizations establishing, expanding, transforming, or modernizing their GCCs.

- Develop relationships with GCC Heads, Global Technology Leaders, Engineering Leaders, Captive Center Leaders, and Global Business Services executives.

- Understand GCC setup and expansion priorities, including talent, technology, engineering, shared services, automation, cloud, data, AI, and operational transformation.

- Position relevant services and solutions to support GCC establishment, scale-up, modernization, and optimization.

- Build multi-year strategic relationships with GCC leadership teams.

- Identify opportunities across both the GCC and its global parent organization.

5. Account Management & Expansion:

- Develop strategic account plans for key enterprise customers.

- Identify cross-sell, upsell, renewal, and expansion opportunities.

- Increase account penetration by introducing additional capabilities and solutions.

- Conduct regular account reviews and executive engagement sessions.

- Monitor customer satisfaction, business priorities, competitive positioning, and emerging opportunities.

- Build relationships across multiple business units and geographies to reduce account concentration risk.

6. Pipeline & Sales Operations:

- Maintain a healthy pipeline covering short-, medium-, and long-term opportunities.

- Ensure CRM records, opportunity stages, forecasts, activities, and next steps are updated accurately.

- Provide weekly/monthly/quarterly sales forecasts and business updates.

- Track sales KPIs including pipeline value, conversion rate, win rate, average deal size, sales cycle, revenue attainment, and new-account acquisition.

- Maintain strong sales discipline and follow defined sales processes.

7. Market Intelligence & Competitive Analysis:

- Monitor enterprise technology spending, GCC expansion, digital transformation trends, and industry developments.

- Identify emerging customer needs and new revenue opportunities.

- Analyze competitors, their offerings, pricing, positioning, and customer relationships.

- Provide market feedback to leadership, product, marketing, and delivery teams.

- Develop industry-specific propositions and go-to-market strategies.

8. Internal Collaboration:

- Work closely with delivery, consulting, pre-sales, marketing, finance, legal, recruitment, and leadership teams.

- Coordinate internal teams to ensure successful proposal development and deal execution.

- Partner with senior leadership on strategic pursuits and high-value negotiations.

- Ensure smooth transition of closed opportunities to delivery/account management teams.

Required Qualifications:

- Bachelor's degree in Business, Marketing, Engineering, Computer Science, or a related discipline.

- MBA or equivalent business qualification is preferred.

- Typically 8-15+ years of enterprise sales/business development experience, depending on the seniority of the role.

- Proven experience selling to large enterprises, Fortune 500/global organizations, or GCCs.

- Demonstrated success in achieving significant revenue and new-business targets.

- Strong experience with complex, consultative, multi-stakeholder sales cycles.

- Experience selling technology, IT services, digital transformation, SaaS, consulting, engineering services, cloud, data/AI, cybersecurity, or related solutions is preferred.

Preferred Industry Experience:

Experience selling into one or more of the following sectors is advantageous:

- Banking & Financial Services

- Insurance

- Healthcare & Life Sciences

- Retail & Consumer

- Manufacturing

- Automotive

- Technology & Software

- Telecom

- Energy & Utilities

- Logistics & Supply Chain

- Professional Services

Core Competencies:

- Enterprise sales

- GCC sales and business development

- New-logo acquisition

- Strategic account management

- Consultative selling

- Solution selling

- Value-based selling

- CXO relationship management

- Account-based selling

- Pipeline development

- Negotiation and closing

- Forecasting and CRM discipline

- RFP/RFI management

- Contract negotiation

- Cross-functional leadership

- Competitive intelligence

- Executive presentation

- Business case development

Key Performance Indicators (KPIs):

Success in this role will be measured through:

- Annual/quarterly revenue attainment

- New enterprise/GCC logos acquired

- Qualified pipeline generated

- Pipeline coverage ratio

- Average deal value

- Sales conversion/win rate

- Gross margin contribution

- Sales-cycle efficiency

- Account penetration and expansion revenue

- Cross-sell/upsell performance

- CXO relationships established

- Forecast accuracy

- Customer retention and strategic account growth

Ideal Candidate Profile:

The ideal candidate is a hunter and strategic relationship builder who can open doors within large organizations, engage senior executives, uncover high-value business problems, and convert complex opportunities into significant revenue.

They should be:

- Highly entrepreneurial and target-oriented.

- Comfortable selling to C-level executives.

- Strong at building relationships from scratch.

- Able to navigate long and complex enterprise buying cycles.

- Commercially astute and confident in negotiations.

- Strong in storytelling, presentations, and executive communication.

- Capable of independently managing a territory and sales pipeline.

- Comfortable working with technical and business stakeholders.

- Persistent, disciplined, and highly accountable.

- Focused on building long-term strategic customer relationships.

Preferred Candidate Background:

Candidates from IT services, technology consulting, SaaS, cloud, digital transformation, engineering services, managed services, or enterprise software organizations with demonstrated experience in enterprise/GCC sales will be strongly preferred.

A strong candidate should be able to demonstrate a history of opening new enterprise accounts, building CXO relationships, creating large qualified pipelines, managing complex pursuits, and consistently closing high-value deals.