Client Partner - GCC Sales

Material; Gurugram District; On-site; INR 4,000,000 - 9,000,000; Full time

Job summary

Material invites a highly driven Client Partner - Sales to lead growth and revenue generation across GCCs in India. You will combine deep strategy and consulting experience with tech literacy to craft compelling value propositions for GCC decision-makers and shape go-to-market approaches.

Working with sales, solutioning, and delivery teams, you will own new-business wins, expand key GCC accounts, and drive ambitious targets in a fast-growth environment.

Qualifications

• 12–17 years in B2B consultative sales or business development.
• Experience selling into GCCs in India.
• Proven GTM strategy and execution.
• Ability to converse with technology and digital leaders.
• History of multi-stakeholder, quota-driven sales cycles.

Responsibilities

• Own and drive pipeline development for GCCs in India.
• Lead full sales lifecycle from prospecting to deal closure.
• Build and manage a high-value GCC account portfolio.
• Nurture trusted advisor relationships with GCC leaders.

Skills

B2B sales

GCC sales network

GTM strategy

Tech literacy

Executive engagement

Deal negotiation

Job description

We turn customer challenges into growth opportunities. Material is a global strategy partner to the world’s most recognizable brands and innovative companies. Our people around the globe thrive by helping organizations design and deliver rewarding customer experiences.

We use deep human insights, design innovation, and data to create experiences powered by modern technology. Our approaches speed engagement and growth for the companies we work with and transform relationships between businesses and the people they serve.

About the Role

We are looking for a highly driven and commercially astute Client Partner - Sales to lead business growth and revenue generation focused on Global Capability Centers (GCCs) across India. This role requires a proven B2B sales professional with deep expertise selling into GCC ecosystems, a strong network among GCC leaders (GCC Heads, Business Unit Heads, Strategy & Transformation Leaders), and a successful track record of selling strategy, consulting, digital, and technology solutions.

The ideal candidate will combine deep experience in strategy and consulting within the consumer space with strong tech literacy and Go-To-Market (GTM) execution. Working hand-in-hand with sales and solution teams, you will build and drive high-impact value propositions tailored to GCC decision-makers. This is initially an individual contributor role with significant responsibility for driving new business, expanding key GCC accounts, and achieving ambitious revenue targets.

Key Responsibilities

• Bring strong domain expertise in Strategy and Consulting (specifically within consumer, retail, and CX sectors) to shape client engagements.
• Successfully own and execute Go-To-Market (GTM) strategies and growth plans for the GCC market segment.
• Work hand-in-hand with broader sales, solutioning, and delivery teams to craft, build, and present compelling value propositions tailored to GCC priorities.
• Leverage a solid understanding of modern technologies (cloud, digital products, marketing tech, data/analytics) to translate strategic business needs into scalable technology solutions.

Revenue Growth & Business Development

• Own and drive pipeline development and revenue growth targeting GCCs across India.
• Lead the complete sales lifecycle from prospecting, consultative positioning, and proposal development to negotiation and deal closure.
• Build, manage, and convert a robust pipeline of high-value opportunities within target enterprise GCC accounts.
• Manage an account portfolio, ensuring overall revenue growth, margin, and client satisfaction objectives are met.

GCC Relationship Management

• Develop and nurture trusted-advisor relationships with key GCC stakeholders (GCC Center Heads, Transformation Leaders, Enterprise Architects, and Business Unit Leaders).
• Act as a bridge between global client mandates and local GCC capabilities, aligning global CX and digital strategies with onshore/offshore execution models.
• Establish long-term strategic partnerships with enterprise GCC hubs operating in India.

Market & Ecosystem Development

• Position Material as a premier strategy, design, and tech partner across the GCC ecosystem in India.
• Stay ahead of GCC evolution trends, global mandate shifts, and emerging industry demands across the consumer landscape.
• Represent the company at industry forums, GCC leadership roundtables, and high-level client engagements.

Required Qualifications & Experience

• 12–17 years of experience in B2B consultative sales, strategic account management, or business development, with a primary focus on selling solutions into Global Capability Centers (GCCs) in India.
• Strong background in Strategy & Consulting, specifically in consumer-facing industries (consumer goods, retail, digital commerce, CX, or digital transformation).
• Proven capability to own and drive Go-To-Market (GTM) strategy and execution for business units or sales practices.
• Demonstrated tech literacy— ability to converse comfortably with technology and digital leaders, bridging business strategy with modern tech/digital solutions.
• Strong track record of collaborating hand-in-hand with sales, solutioning, and consulting teams to build, refine, and win client propositions.
• Deep network and proven ability to engage with C-suite, GCC Heads, Transformation Leaders, and Senior Business Directors.
• Proven history of driving complex, multi-stakeholder consultative sales cycles and consistently meeting/exceeding revenue quotas.
• High commercial acumen, high executive presence, and excellent deal-structuring and negotiation skills.
• Ability to operate independently as a self-driven individual contributor in a high-growth environment.