Sales Leader - Global Capability Centers (GCC/GIC) & Enterprise Transformation

Sales Leader Global Capability Centers (GCC/GIC) & Enterprise Transformation Role Overview

We 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 Responsibilities 1. Business Development & Revenue Growth

• Own 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 Engagement

• Develop 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 Shaping

• Lead the development of differentiated GCC solutions addressing client requirements across strategy, setup, operations, transformation, and scale.

• Shape complex engagements involving:

  • GCC strategy and advisory

  • GCC/GIC setup and expansion

  • Build-Operate-Transfer (BOT) models

  • Managed GCC services

  • Technology and digital transformation

  • Engineering and product development centers

  • IT/BPM shared services

  • AI, data, cloud, cybersecurity, and automation capabilities

  • Talent acquisition and workforce transformation

• Collaborate 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 Leadership

• Establish 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 Partnerships

• Develop 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 & Qualifications Professional Experience

• 15 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 Expertise

Strong understanding of one or more of the following:

• Global Capability Centers (GCCs)

• Global In-house Centers (GICs)

• Build-Operate-Transfer models

• GCC-as-a-Service / managed GCC models

• Shared Services and Global Business Services

• IT and BPM services

• Digital engineering

• Enterprise technology transformation

• Data, AI, cloud, and automation

• Talent transformation and workforce strategy

• Global delivery and operating-model transformation

Preferred Industry Background

Experience with organizations such as:

• ANSR

• Zinnov

• Everest Group

• Deloitte

• EY

• PwC

• KPMG

• Accenture

• Infosys

• TCS

• Wipro

• Cognizant

or other leading GCC advisory, consulting, digital transformation, technology services, or global delivery organizations.

Leadership & Commercial Skills

The successful candidate should demonstrate:

• Strong C-suite executive presence

• Exceptional consultative and solution-selling capabilities

• Ability to independently originate and develop strategic opportunities

• Strong negotiation and commercial structuring skills

• Deep understanding of enterprise buying processes

• Ability to manage long and complex sales cycles

• Strong communication and executive presentation capabilities

• Strategic thinking combined with strong execution discipline

• Ability to influence internal and external stakeholders

• Entrepreneurial mindset with a strong focus on business growth

Success Metrics

Performance will primarily be measured against:

• Annual revenue and bookings growth

• Qualified pipeline creation and conversion

• Number and value of GCC/GIC engagements closed

• Number of strategic new enterprise logos acquired

• Expansion revenue within existing enterprise accounts

• Average deal size and profitability

• Strength and depth of CXO-level relationships

• Client satisfaction and account longevity

• Strategic ecosystem partnerships established

• Market visibility and thought-leadership impact

Ideal Candidate Profile

The ideal candidate is a GCC business builder and strategic dealmaker , not simply a traditional sales executive.

They understand how large enterprises evaluate locations, operating models, talent pools, technology capabilities, governance structures, cost economics, and long-term strategic value when establishing or transforming Global Capability Centers.

They are equally comfortable discussing strategy with a CIO or COO, developing a transformation business case with consulting teams, negotiating a multi-million-dollar commercial agreement, and building a long-term executive relationship that develops into a strategic enterprise account.

This individual will play a critical role in establishing and scaling the organization's GCC advisory and transformation practice into a significant growth business .