Sonata Software - Manager - GCC Sales

We are looking for an experienced Sales professional with a strong background in IT Services sales and a proven track record of selling into Global Capability Centers (GCCs). The role will focus primarily on account management, including account mining and growth, along with new business acquisition. The ideal candidate should have established relationships with CXO-level stakeholders and demonstrate strong expertise in handling RFPs, proposals, and commercial negotiations.
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.
3. Sales Execution:
- 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.