Account Manager - GCC Sales

HCLTech; Bangalore Rural; On-site; INR 1,500,000 - 2,500,000; Full time

Job summary

A global IT services company is seeking a Sales Account Manager to drive revenue growth and manage key customer relationships. The role involves consultative selling, stakeholder management, and positioning services within client global capability centers. Candidates should possess 10-15 years of IT services sales experience, with a proven track record of managing large accounts and a strong understanding of digital transformation and cloud services. This position is based in Bangalore, Karnataka.

Qualifications

• 10–15 years of experience in IT services sales/account management.
• Proven track record of managing multi-million-dollar global accounts.
• Strong understanding of IT outsourcing and managed services.

Responsibilities

• Drive revenue targets and growth strategy for global clients.
• Build and execute account plans aligned with customer priorities.
• Maintain strong relationships across client organizations.
• Lead T&M and capacity based deals.
• Support delivery teams in issue resolution and service excellence.

Skills

IT services sales

Account management

Stakeholder management

Digital transformation

Cloud services

Education

Bachelor's degree in Engineering, Business, or related discipline

Job description

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 value‑generating 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, pre‑sales, and practice teams to shape compelling solutions.

Customer Relationship & Stakeholder Management

• Maintain strong Director, and Digital Product Owner‑level 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, Carve‑outs) 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 co‑innovation 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

• 10–15 years of experience in IT services sales/account management.
• Proven track record of managing multi‑million‑dollar global accounts.
• Strong understanding of IT outsourcing, managed services, cloud, digital transformation, application services, engineering, and AI‑led 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 GCC‑specific governance models (GCC Sub‑Services: Advisory, Set‑up & Build, Run & Optimize, Transform, Carve‑outs).
• 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, problem‑solving.
• High ownership, customer orientation, and proactive leadership.

4. Key Performance Indicators (KPIs)

• Revenue growth and pipeline coverage.
• Deal win rate and gross margin improvement.
• Delivery performance KPIs (SLA adherence, quality metrics).

5. Education

• Bachelor's degree in Engineering, Business, or related discipline.