Manager - GCC Sales

Sonata Software; Mumbai; Presencial; INR 3.000.000 - 6.500.000; Jornada completa

Descripción de la vacante

Sonata Software in Mumbai is seeking an experienced IT Services Sales leader to drive GCC account growth and new business development. You will manage CXO relationships, lead RFPs and pricing, and craft winning solutions with cross-functional teams.

The role requires deep experience in GCC markets, strong negotiation and communication skills, and a track record of growing strategic accounts through cross-sell and up-sell initiatives.

Formación

• 12-13 years of experience in IT Services Sales (mandatory).
• Proven experience in selling to GCC/Global Capability Centers.
• Strong account management skills with focus on growth and expansion.
• Demonstrated ability to engage CXO-level stakeholders.
• Experience working on RFPs, proposals, and pricing models (rate cards).
• Background in any industry vertical.
• Strong communication, negotiation, and relationship-building skills.

Responsabilidades

• Drive account mining to expand GCC client relationships.
• Build and maintain relationships with CXOs and senior stakeholders.
• Identify cross-sell and upsell opportunities within existing accounts.
• Develop long-term account plans and revenue growth strategies.
• Identify and pursue new GCC opportunities; build pipeline and closures.
• Lead end-to-end RFP responses, proposals, and client presentations.
• Define pricing strategies and lead commercial negotiations.
• Collaborate with delivery, pre-sales, and solution teams to craft winning solutions.
• Establish credibility with CXO-level decision-makers and ensure satisfaction.

Conocimientos

Account management

Stakeholder engagement

RFP management

Negotiation skills

Presentation skills

Networking

Pricing strategy

Cross-sell / upsell

CXO-level engagement

Descripción del empleo

Key Responsibilities

1. Account Management & Growth

• Drive account mining initiatives to expand existing GCC client relationships
• Build and maintain strong relationships with CXOs and senior stakeholders
• Identify cross-sell and upsell opportunities within existing accounts
• Develop long-term account plans and revenue growth strategies

2. New Business Development

• Identify and pursue new GCC opportunities within target accounts
• Drive hunting efforts through networking, referrals, and market intelligence
• Build a strong pipeline and convert opportunities to closures
• Lead end-to-end RFP responses, proposal development, and client presentations
• Define pricing strategies, manage rate cards, and lead commercial negotiations
• Collaborate with delivery, pre-sales, and solution teams to craft winning solutions

4. Stakeholder Management

• Establish credibility with CXO-level decision-makers
• Act as a trusted advisor to clients on IT services and digital transformation
• Ensure high customer satisfaction and long-term retention

Key Requirements

• 12-13 years of experience in IT Services Sales (mandatory)
• Proven experience in selling to GCC/Global Capability Centers
• Strong account management skills with a focus on account growth and expansion
• Demonstrated ability to engage and influence CXO-level stakeholders
• Experience working on RFPs, proposals, and pricing models (rate cards)
• Background in any industry vertical
• Strong communication, negotiation, and relationship-building skills

Note: Preference will be given to immediate joiners or candidates with a notice period of up to 30 days.