GCC Sales

LTM; Bengaluru; On-site; INR 4,000,000 - 6,800,000; Full time

Job summary

LTM in Bengaluru is seeking a Senior Sales Executive – GCC to drive growth of the Global Capability Center business and acquire new GCC logos. The role focuses on evolving GCCs into digital, AI, and product innovation hubs, building inbound pipelines from India, US, Europe, and APAC.

You will lead end‑to‑end GCC engagements, including BOT models, GCC‑as‑a‑Service, and cross‑sell across existing accounts, while collaborating with cross‑functional teams to shape GTM strategies.

Responsibilities

• Drive new logo acquisition for GCCs across India and global markets
• Build and manage CXO‑level relationships (CIO, CTO, GCC Head, COO, Digital Leaders)
• Own end‑to‑end GCC sales pipeline covering: Greenfield GCC setup, BOT models, GCC‑as‑a‑Service and hybrid operating models
• Expand existing GCC accounts through cross‑sell and upsell opportunities
• Identify and close opportunities in cloud transformation, cybersecurity, data/AI/GenAI, and managed services
• Lead solutioning and pricing discussions with pre‑sales, delivery, finance, and legal teams
• Own the complete deal lifecycle from lead generation to closure and transition
• Represent the organization at GCC forums, CXO roundtables, and industry events

Job description

Role Overview

We are seeking a highly driven and experienced Senior Sales Executive – GCC to

• Drive growth of the Global Capability Center (GCC) business
• Acquire new GCC logos and expand existing GCC accounts
• Lead BOT (Build‑Operate‑Transfer) and transformation‑led GCC engagements
• This role is explicitly focused on the next generation of GCCs — evolving from cost / execution hubs to digital, AI, and product innovation centers, where GenAI and agentic automation become embedded into the operating model.
• Build inbound GCC pipeline from India, US, Europe, and other APAC markets

Key Responsibilities

• Drive new logo acquisition for Global Capability Centers (GCCs) across India and global markets
• Build and manage CXO‑level relationships (CIO, CTO, GCC Head, COO, Digital Leaders)
• Own end‑to‑end GCC sales pipeline covering:
• Greenfield GCC setup
• BOT (Build‑Operate‑Transfer) models
• GCC‑as‑a‑Service and hybrid operating models
• Expand existing GCC accounts through cross‑sell and upsell opportunities
• Identify and close opportunities in:
• Cloud transformation and modernization
• Cybersecurity and resilience
• Data, analytics, AI / GenAI
• Application and infrastructure managed services
• Act as a trusted GCC advisor, guiding clients on:
• GCC strategy and maturity
• Scale‑up, optimization, and transformation roadmaps
• Create and convert pipeline for GenAI / AI led transformation within GCCs (new and existing), including:
• AI/GenAI value discovery workshops, maturity assessments, and roadmap definition
• Use‑case led selling: service transformation, productivity, engineering acceleration, AI-ops, knowledge automation
• Position “AI as an operating layer” in GCCs (not just a pilot program), including agentic workflows where AI agents orchestrate multi‑step business processes.
• Drive solutioning for AI‑enabled offerings across:
• Data, Analytics, AI / GenAI
• Cloud modernization
• Cybersecurity & resilience
• Application & Infrastructure managed services (AIOps / automation)
• Lead solution‑led and advisory‑driven selling, including business case and ROI articulation
• Drive inbound GCC creation from global markets (India, US, Europe, other APAC)
• Position India as a strategic GCC destination for global enterprises
• Build and leverage ecosystem partnerships (consulting firms, real estate, talent partners, industry bodies)
• Track GCC market trends and shape go‑to‑market strategies
• Represent the organization at GCC forums, CXO roundtables, and industry events
• Collaborate with pre‑sales, delivery, finance, and legal teams for solutioning and pricing, commercial structuring and risk management
• Own the complete deal lifecycle from lead generation to closure and transition

Domain Requirements

• BFSI (Banking / Financial Services / Insurance)
• Manufacturing / ER&D / Industrial / Engineering Services
• Hi‑Tech / SaaS / Platforms

Must‑Have Requirements

• 10–18 years of experience in:
• IT services / system integration / consulting sales
• Strong exposure to GCC / captive center ecosystem
• Proven track record of:
• Large deal closures (₹20 Cr+ / multi‑year deals)
• Strong CXO connect and stakeholder management
• Solid understanding of:
• Cloud, cybersecurity, digital transformation
• Managed services
• Experience in BOT / GCC setup engagements
• Consulting or advisory‑led selling exposure
• Industry exposure: BFSI, Manufacturing, Retail, Healthcare, Hi‑Tech
• Familiarity with GCC operating and scale‑up models

Required Qualifications & Experience

• Bachelor’s degree (Engineering preferred)
• MBA or equivalent qualification (preferred)
• Proven track record of consistently achieving or exceeding sales targets.

Key Skills & Competencies

• Consultative and solution‑led selling
• Strategic thinking and strong business acumen
• Financial modelling and business case creation
• Complex deal negotiation and structuring
• Relationship building and CxO engagement
• Strong executive communication and presentation skills

Success Metrics (KPIs)

• Number of new GCC logos acquired
• Revenue growth from GCC and BOT engagements
• Value and volume of transformation‑led deals
• Pipeline creation, win rate, and conversion ratio
• Account expansion, annuity growth, and retention