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Job description
Sales Leader – Global Capability Centers (GCC/GIC) & Enterprise TransformationWe are seeking a highly accomplished Sales Leader – Global Capability Centers (GCC/GIC) & Enterprise Transformation to drive strategic growth across our GCC advisory, transformation, managed services, and Build-Operate-Transfer (BOT) offerings.This is a senior, market-facing leadership role responsible for identifying and developing large enterprise opportunities, building trusted relationships with C-suite executives, shaping complex transformation engagements, and converting strategic opportunities into significant long-term revenue.The ideal candidate will bring 15–20+ years of enterprise sales, consulting, or business development experience, including substantial experience selling and developing Global Capability Center (GCC), Global In-house Center (GIC), global delivery, technology transformation, and operating-model solutions.We are particularly interested in leaders with experience from organizations such as ANSR, Zinnov, Everest Group, Deloitte, EY, PwC, KPMG, Accenture, Infosys, TCS, Wipro, Cognizant, or comparable GCC advisory, consulting, and technology services organizations.The successful candidate will combine strong commercial leadership with a consultative, solution-oriented selling approach, deep understanding of the GCC ecosystem, and an established network of senior enterprise decision-makers.Key Responsibilities1. Business Development & Revenue GrowthOwn and execute the go-to-market strategy for GCC/GIC advisory, transformation, BOT, managed services, and related enterprise offerings.Identify, qualify, develop, and close new opportunities with large global enterprises.Build and manage a strong, predictable pipeline of strategic GCC and transformation opportunities.Drive new-logo acquisition while expanding relationships within existing enterprise accounts.Develop account strategies for high-value target organizations across North America and other key global markets.Lead opportunities from initial executive engagement through solution development, commercial negotiation, contracting, and closure.Consistently achieve or exceed annual revenue, bookings, pipeline, and profitability objectives.Build opportunities capable of generating multi-million-dollar engagements, including transactions in the $5M–$50M+ range.2. Strategic Client EngagementDevelop trusted relationships with CIOs, CTOs, CHROs, CFOs, COOs, Chief Digital Officers, Transformation Leaders, and GCC executives.Engage senior leadership teams on strategic topics including global operating models, talent strategy, digital transformation, AI adoption, shared services, engineering centers, and enterprise capability development.Understand client business objectives, organizational challenges, technology roadmaps, and transformation priorities.Position the organization as a strategic advisor rather than a traditional staffing or technology vendor.Facilitate executive workshops, discovery sessions, strategy discussions, and solution-definition engagements.Maintain executive sponsorship and client relationships throughout the lifecycle of major accounts.3. Solution Selling & Deal ShapingLead the development of differentiated GCC solutions addressing client requirements across strategy, setup, operations, transformation, and scale.Shape complex engagements involving: GCC strategy and advisoryGCC/GIC setup and expansionBuild-Operate-Transfer (BOT) modelsManaged GCC servicesTechnology and digital transformationEngineering and product development centersIT/BPM shared servicesAI, data, cloud, cybersecurity, and automation capabilitiesTalent acquisition and workforce transformationCollaborate with consulting, delivery, technology, finance, legal, and executive leadership teams to structure commercially viable solutions.Develop compelling business cases, value propositions, transformation roadmaps, proposals, and executive presentations.Structure complex commercial models including fixed-price, managed-service, outcome-based, BOT, and long-term transformation agreements.Lead contract negotiations and commercial discussions through successful deal closure.4. Market Development & Thought LeadershipEstablish a strong market position for the organization's GCC and enterprise transformation capabilities.Monitor GCC industry developments, enterprise investment trends, global delivery strategies, and competitive activity.Identify emerging opportunities associated with AI-enabled GCCs, digital engineering, global talent models, and next-generation enterprise operating models.Represent the organization at GCC conferences, industry forums, executive roundtables, analyst briefings, and client events.Develop executive-level thought leadership through articles, white papers, presentations, webinars, and industry discussions.Build credibility with analysts, advisors, ecosystem partners, and enterprise decision-makers.5. Ecosystem & Strategic PartnershipsDevelop relationships with key participants within the GCC ecosystem, including consulting firms, technology providers, hyperscalers, industry analysts, private equity firms, real-estate partners, recruitment organizations, and government/economic-development agencies.Build strategic alliances that expand market access and strengthen the organization's GCC value proposition.Identify joint go-to-market opportunities with cloud, AI, technology, consulting, and transformation partners.Work closely with ecosystem partners to identify early-stage GCC opportunities and enterprise transformation initiatives.Develop referral, co-selling, and strategic partnership models where appropriate.Required Experience & QualificationsProfessional Experience15–20+ years of progressive experience in enterprise sales, business development, consulting, or strategic account leadership.Minimum 7–10 years of direct experience selling GCC/GIC, global delivery, shared-services, BOT, transformation, or related enterprise solutions.Demonstrated experience developing and closing complex, multi-year enterprise engagements.Proven record of successfully closing strategic transactions valued at $5M–$50M+.Strong experience selling to Fortune 1000 or comparable multinational organizations.Demonstrated ability to originate new opportunities rather than relying solely on established accounts or inbound opportunities.Domain ExpertiseStrong understanding of one or more of the following:Global Capability Centers (GCCs)Global In-house Centers (GICs)Build-Operate-Transfer modelsGCC-as-a-Service / managed GCC modelsShared Services and Global Business ServicesIT and BPM servicesDigital engineeringEnterprise technology transformationData, AI, cloud, and automationTalent transformation and workforce strategyGlobal delivery and operating-model transformationPreferred Industry BackgroundExperience with organizations such as:ANSRZinnovEverest GroupDeloitteEYPwCKPMGAccentureInfosysTCSWiproCognizantor other leading GCC advisory, consulting, digital transformation, technology services, or global delivery organizations.Leadership & Commercial SkillsThe successful candidate should demonstrate:Strong C-suite executive presenceExceptional consultative and solution-selling capabilitiesAbility to independently originate and develop strategic opportunitiesStrong negotiation and commercial structuring skillsDeep understanding of enterprise buying processesAbility to manage long and complex sales cyclesStrong communication and executive presentation capabilities
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princeton, NJ, 08540, US
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