Sales Head - GCC & Transformation Services

Role Overview

We are seeking a seasoned sales leader with deep expertise in Global Capability Centers (GCCs), Global In-house Centers (GICs), and enterprise transformation services. This role is responsible for driving new business, shaping strategic deals, and scaling GCC advisory and build-operate-transfer (BOT) offerings for large global enterprises.

The ideal candidate brings a proven track record in firms like ANSR, Zinnov, Everest Group, Big 4, or leading IT services firms, with strong C-suite relationships and a consultative selling approach.

Key Responsibilities

1. Business Development & Revenue Growth

· Own and exceed annual sales targets (multi-million USD quota)

· Drive end-to-end sales cycles fC setup, scaling, and transformation

· Originate and close deals across:

o GCC strategy & advisory

o Build-Operate-Transfer (BOT) / Managed GCC models

o Offshore/nearshore expansion programs

· Develop a robust pipeline across Fortune 2000 clients

2. Strategic Client Engagement

· Build trusted relationships with CXOs (CIO, CTO, COO, CHRO, CFO)

· Position GCCs as strategic transformation enablers, not just cost centers

· Lead C-level conversations around:

o Digital transformation

o Innovation hubs

o Talent strategy & globalization

o Cost optimization and resilience

3. Solution Selling & Deal Shaping

· Partner with consulting and delivery teams to design differentiated GCC solutions

· Lead complex deal structuring, pricing, and commercial negotiations

· Create and articulate compelling value propositions for global enterprises

· Drive RFPs, pitches, and executive presentations

4. Market Development & Thought Leadership

· Represent the organization at industry forums, GCC summits, and executive roundtables

· Build market presence in GCC ecosystems (India, Eastern Europe, Latin America, etc.)

· Contribute to thought leadership—whitepapers, client perspectives, and webinars

5. Ecosystem & Partnerships

· Work with government bodies, economic zones, PE firms, advisors and partners

· Build alliances with talent providers, real estate, and tech ecosystem players

· Strengthen relationships across GCC advisory and consulting ecosystems

Required Experience & Qualifications

Experience

· 15–20+ years in enterprise sales / consulting

· Minimum 7–10 years selling GCC / GIC / global delivery models

· Strong background in:

o GCC setup / BOT / managed services

o IT/BPM services or consulting-led transformation deals

· Proven track record of closing $5M–$50M+ deals

· Experience working in firms like:

o ANSR, Zinnov, Everest Group

o Big 4 consulting firms (Deloitte, EY, PwC, KPMG)

o Tier-1 IT services companies (Infosys, TCS, Accenture, Wipro, Cognizant)

Skills

· Deep understanding of:

o GCC lifecycle (strategy → setup → scale → transform)

o Global talent markets and location strategy

o Enterprise digital transformation

· Strong consultative / solution selling skills

· Excellent executive presence and communication

· Ability to navigate complex, multi-stakeholder deals

Preferred Qualifications

· MBA or advanced business degree

· Existing relationships with Fortune 2000 decision-makers

· Experience selling into industries such as:

o Technology

o BFSI

o Healthcare & Life Sciences

o Retail / CPG

· Exposure to emerging GCC trends (AI hubs, innovation labs, product engineering centers)

Success Metrics

· Revenue and pipeline growth

· Number and size of GCC deals closed

· New logo acquisition vs. expansion within existing clients

· CXO engagement depth and client satisfaction

· Market positioning and thought leadership impact

What We Offer

· Opportunity to shape a fast-growing GCC services business

· Access to top-tier enterprise clients globally

· Highly entrepreneurial, high-visibility role

· Competitive compensation with strong performance incentives

Ideal Candidate Profile

A hunter + strategist hybrid—someone who:

· Has credibility in the GCC ecosystem

· Can engage at boardroom level

· Understands both business and operating model transformation

· Thrives in a high-growth, ambiguous environment