Exp- 10+ Years
Location – Bengaluru
We need someone who has experience in GCC Sales and have worked in customer captive centers with an extensive experience in Capacity Based and BOT deals.
Sales Account Manager – IT Services (Customer Global Capability Center)
1. Role Summary
The Sales Account Manager is responsible for driving revenue growth, managing strategic customer relationships, and positioning services within customer GCC as a valuegenerating partner for global clients. The role combines consultative selling, account governance, stakeholder management, and solution positioning across digital services offerings.
2. Key Responsibilities
Account Management & Growth
- Own and drive revenue targets, and growth strategy for assigned global clients.
- Build and execute account plans aligned with customer priorities and GCC capabilities.
- Identify, qualify, and convert new opportunities in GCC Setup
- Collaborate with delivery, presales, and practice teams to shape compelling solutions.
Customer Relationship & Stakeholder Management
- Maintain strong Director, and Digital Product Ownerlevel relationships across client organizations.
- Conduct regular governance meetings (QBRs/MBRs) with a focus on outcomes, performance, KPIs, and strategic initiatives.
- Act as the trusted advisor to customers – proactively identifying business challenges and proposing relevant IT and digital solutions.
Opportunity Management & Deal Pursuits
- Lead T&M and capacity based deals
- Work with GCC delivery leads to ensure proposals are feasible, competitive, and aligned to customer expectations.
- Drive pipeline accuracy through CRM tools and forecast reporting.
GCC Value Articulation
- Position the GCC's capabilities (Setup & Build, Run & Optimize, Transform, Advisory, Carveouts) as differentiators in customer interactions.
- Educate clients on GCC operating models, efficiency levers, productivity frameworks, and innovation capabilities.
- Collaborate with GCC leadership on new service line expansion, capability development, and coinnovation initiatives.
Delivery Governance
- Support delivery teams in issue resolution, escalations, risk mitigation, and service excellence.
- Monitor KPIs, SLAs, productivity, contract adherence, and customer satisfaction metrics.
3. Required Skills & Experience
MustHave
- 10–15 years of experience in IT services sales/account management.
- Proven track record of managing multimilliondollar global accounts.
- Strong understanding of IT outsourcing, managed services, cloud, digital transformation, application services, engineering, and AIled offerings.
- Ability to engage with CXOs and senior leadership across customer organizations.
- Experience working with or selling into Global Capability Centers (GCCs), GICs, or offshore delivery models.
Preferred
- Experience in Automotive, Manufacturing, BFSI, Retail, or Telecom (depending on account focus).
- Understanding of GCCspecific governance models (GCC SubServices: Advisory, Setup & Build, Run & Optimize, Transform, Carveouts).
- Ability to work across geographies and multicultural environments.
Soft Skills
- Executive presence and strong communication skills.
- Stakeholder influencing and negotiation capabilities.
- Analytical thinking, financial acumen, problemsolving.
- High ownership, customer orientation, and proactive leadership.
4. Key Performance Indicators (KPIs)
- Revenue growth and pipeline coverage.
- Deal win rate and gross margin improvement.
- Customer satisfaction (CSAT/NPS).
- Delivery performance KPIs (SLA adherence, quality metrics).
- GCCspecific value creation metrics (productivity, automation, digital adoption).
5. Education
- Bachelor's degree in Engineering, Business, or related discipline.
- MBA preferred.
