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.