Senior Enterprise & GCC Sales Manager

Position Overview:
We are looking for an accomplished Senior Enterprise & GCC Sales Executive to drive new business growth, strategic account acquisition, and revenue expansion across large enterprises and Global Capability Centers (GCCs).
The ideal candidate will have a strong track record of selling technology, digital transformation, IT services, consulting, SaaS, or related enterprise solutions to CXO and senior decision-makers.
This role requires a consultative, outcome-oriented sales professional who can build relationships at the executive level, identify complex business opportunities, manage long enterprise sales cycles, and close high-value strategic deals.
Key Responsibilities:
1. Enterprise & GCC Business Development:
- Identify, qualify, and acquire new enterprise and GCC accounts.
- Develop a strong pipeline across target industries, accounts, and geographies.
- Build and execute account-based sales strategies for large enterprises and GCCs.
- Research target organizations, their business priorities, technology landscape, organizational structure, and investment plans.
- Identify opportunities related to digital transformation, technology modernization, cloud, AI/ML, data, cybersecurity, engineering services, managed services, SaaS, or other relevant solutions.
- Establish the organization as a strategic technology/business partner rather than a transactional service provider.
2. Sales & Revenue Ownership:
- Own the complete sales lifecycle from prospecting through closure and account expansion.
- Achieve and exceed assigned revenue, booking, gross-margin, and new-logo targets.
- Generate qualified opportunities through outbound prospecting, networking, referrals, industry events, partnerships, and account research.
- Develop accurate sales forecasts and maintain disciplined pipeline management.
- Manage multiple complex opportunities simultaneously.
- Negotiate commercial terms, contracts, pricing, and deal structures with customers and internal stakeholders.
- Drive deals to closure while protecting margins and commercial objectives.
3. Consultative & Solution Selling:
- Understand customer business problems and translate them into measurable business outcomes.
- Collaborate with pre-sales, solution architects, delivery teams, product teams, and subject-matter experts to develop tailored solutions.
- Prepare compelling proposals, presentations, statements of work, RFP/RFI responses, and business cases.
- Demonstrate strong understanding of consultative, value-based, and solution-selling methodologies.
- Articulate ROI, TCO, productivity improvements, risk reduction, revenue impact, and transformation benefits.
4. GCC-Focused Sales:
- Identify organizations establishing, expanding, transforming, or modernizing their GCCs.
- Develop relationships with GCC Heads, Global Technology Leaders, Engineering Leaders, Captive Center Leaders, and Global Business Services executives.
- Understand GCC setup and expansion priorities, including talent, technology, engineering, shared services, automation, cloud, data, AI, and operational transformation.
- Position relevant services and solutions to support GCC establishment, scale-up, modernization, and optimization.
- Build multi-year strategic relationships with GCC leadership teams.
- Identify opportunities across both the GCC and its global parent organization.
5. Account Management & Expansion:
- Develop strategic account plans for key enterprise customers.
- Identify cross-sell, upsell, renewal, and expansion opportunities.
- Increase account penetration by introducing additional capabilities and solutions.
- Conduct regular account reviews and executive engagement sessions.
- Monitor customer satisfaction, business priorities, competitive positioning, and emerging opportunities.
- Build relationships across multiple business units and geographies to reduce account concentration risk.
6. Pipeline & Sales Operations:
- Maintain a healthy pipeline covering short-, medium-, and long-term opportunities.

- Ensure CRM records, opportunity stages, forecasts, activities, and next steps are updated accurately.
- Provide weekly/monthly/quarterly sales forecasts and business updates.
- Track sales KPIs including pipeline value, conversion rate, win rate, average deal size, sales cycle, revenue attainment, and new-account acquisition.
- Maintain strong sales discipline and follow defined sales processes.
7. Market Intelligence & Competitive Analysis:
- Monitor enterprise technology spending, GCC expansion, digital transformation trends, and industry developments.
- Identify emerging customer needs and new revenue opportunities.
- Analyze competitors, their offerings, pricing, positioning, and customer relationships.
- Provide market feedback to leadership, product, marketing, and delivery teams.
- Develop industry-specific propositions and go-to-market strategies.
8. Internal Collaboration:
- Work closely with delivery, consulting, pre-sales, marketing, finance, legal, recruitment, and leadership teams.
- Coordinate internal teams to ensure successful proposal development and deal execution.
- Partner with senior leadership on strategic pursuits and high-value negotiations.
- Ensure smooth transition of closed opportunities to delivery/account management teams.
Required Qualifications:
- Bachelor's degree in Business, Marketing, Engineering, Computer Science, or a related discipline.
- MBA or equivalent business qualification is preferred.
- Typically 8-15+ years of enterprise sales/business development experience, depending on the seniority of the role.
- Proven experience selling to large enterprises, Fortune 500/global organizations, or GCCs.
- Demonstrated success in achieving significant revenue and new-business targets.
- Strong experience with complex, consultative, multi-stakeholder sales cycles.
- Experience selling technology, IT services, digital transformation, SaaS, consulting, engineering services, cloud, data/AI, cybersecurity, or related solutions is preferred.
Preferred Industry Experience:
Experience selling into one or more of the following sectors is advantageous:
- Banking & Financial Services
- Insurance
- Healthcare & Life Sciences
- Retail & Consumer
- Manufacturing
- Automotive
- Technology & Software
- Telecom
- Energy & Utilities
- Logistics & Supply Chain
- Professional Services
Core Competencies:
- Enterprise sales
- GCC sales and business development
- New-logo acquisition
- Strategic account management
- Consultative selling
- Solution selling
- Value-based selling
- CXO relationship management
- Account-based selling
- Pipeline development
- Negotiation and closing
- Forecasting and CRM discipline
- RFP/RFI management
- Contract negotiation
- Cross-functional leadership
- Competitive intelligence
- Executive presentation
- Business case development
Key Performance Indicators (KPIs):
Success in this role will be measured through:
- Annual/quarterly revenue attainment
- New enterprise/GCC logos acquired
- Qualified pipeline generated
- Pipeline coverage ratio
- Average deal value
- Sales conversion/win rate
- Gross margin contribution
- Sales-cycle efficiency
- Account penetration and expansion revenue
- Cross-sell/upsell performance
- CXO relationships established
- Forecast accuracy
- Customer retention and strategic account growth
Ideal Candidate Profile:
The ideal candidate is a hunter and strategic relationship builder who can open doors within large organizations, engage senior executives, uncover high-value business problems, and convert complex opportunities into significant revenue.
They should be:
- Highly entrepreneurial and target-oriented.
- Comfortable selling to C-level executives.
- Strong at building relationships from scratch.
- Able to navigate long and complex enterprise buying cycles.
- Commercially astute and confident in negotiations.
- Strong in storytelling, presentations, and executive communication.
- Capable of independently managing a territory and sales pipeline.
- Comfortable working with technical and business stakeholders.
- Persistent, disciplined, and highly accountable.
- Focused on building long-term strategic customer relationships.
Seniority:
Job Title: Senior Enterprise & GCC Sales Executive
Experience: 8-15+ years
Employment Type: Full-time
Function: Enterprise Sales / Business Development / Strategic Accounts
Reporting To: Head of Sales / VP Sales
Preferred Candidate Background:
Candidates from IT services, technology consulting, SaaS, cloud, digital transformation, engineering services, managed services, or enterprise software organizations with demonstrated experience in enterprise/GCC sales will be strongly preferred.
A strong candidate should be able to demonstrate a history of opening new enterprise accounts, building CXO relationships, creating large qualified pipelines, managing complex pursuits, and consistently closing high-value deals.