Head of Sales – Global Capability Centers & Transformation Service
United States (USA) Full-time Management Consulting VP & above
Key Responsibilities
1. Business Development & Revenue Growth
- Own and deliver against multi-million-dollar annual sales targets.
- Drive the end-to-end sales cycle, from opportunity identification and pipeline development through negotiation and deal closure.
- Originate and close large enterprise engagements across:
- GCC Strategy & Advisory
- Build-Operate-Transfer (BOT) and Managed GCC models
- Offshore / Nearshore expansion
- GCC setup, scaling and transformation
- Build and maintain a strong pipeline of opportunities across Fortune 2000 organizations.
- Identify new markets, accounts and growth opportunities to consistently achieve revenue objectives.
2. Strategic Client & CXO Engagement
- Develop and maintain strong, trusted relationships with C-suite stakeholders, including CIOs, CTOs, COOs, CHROs and CFOs.
- Engage senior executives to understand business priorities and position GCCs as strategic transformation and growth platforms, rather than purely cost-optimization centers.
- Lead strategic conversations around:
- Digital transformation and technology modernization
- Innovation and global capability centers
- Talent strategy and workforce globalization
- Cost optimization, business resilience and operating-model transformation
- Act as a strategic advisor to clients throughout the GCC decision-making and implementation journey.
3. Solution Selling & Deal Structuring
- Collaborate with consulting, strategy and delivery teams to develop differentiated GCC solutions aligned to client business objectives.
- Lead complex solution design, commercial structuring, pricing and negotiations.
- Develop compelling business cases and value propositions for global enterprises.
- Lead RFPs, proposals, pitches and executive-level presentations.
- Manage complex, multi-stakeholder sales cycles and drive opportunities through to successful closure.
4. Market Development & Thought Leadership
- Build and strengthen the organization's presence within the global GCC ecosystem.
- Represent the organization at GCC conferences, industry forums, executive roundtables and leadership events.
- Develop relationships and market presence across key GCC destinations, including India, Eastern Europe and Latin America.
- Contribute to thought leadership through whitepapers, industry insights, webinars, client perspectives and market publications.
- Identify emerging GCC trends and translate market intelligence into new business opportunities.
5. Ecosystem & Strategic Partnerships
- Develop strategic relationships with government bodies, economic development organizations, PE firms, advisors and ecosystem partners.
- Build alliances across talent providers, real estate firms, technology providers and other GCC ecosystem stakeholders.
- Strengthen the organization's network across the GCC advisory, consulting and enterprise ecosystem.
- Leverage strategic partnerships to generate new opportunities and accelerate business growth.
Required Experience & Qualifications
- 15–20+ years of experience in enterprise sales, business development, consulting or strategic advisory.
- At least 7–10 years of experience selling GCC/GIC, global delivery or offshore/nearshore models.
- Strong experience in GCC setup, BOT, managed GCC and GCC transformation engagements.
- Background in IT services, BPM, consulting or transformation-led enterprise sales.
- Proven track record of closing large, complex deals in the $5M–$50M+ range.
- Demonstrated experience managing multi-million-dollar sales quotas and large enterprise pipelines.
- Strong network and established relationships with Fortune 2000 organizations and C-suite stakeholders.
- Excellent consultative selling, negotiation, presentation and executive stakeholder management skills.
Top of Form
Bottom of Form