Gcc brownfield sales/account management head @ bengaluru/pune/hyderabad/55-70l/need from tier 1/2 it services only

Live Connections · Chennai g.p.o., India

Role:

NOT looking for more than 18yrs of total experience. He/ She would farm existing client relationships where the client already operates a GCC in India deepening its footprint by shaping transformation and managed-services opportunities within those established centres.

He/ She would own a portfolio of accounts in an assigned sector (BFSI / Consumer / Health / EMR / Tech & Comms) that already run a GCC in India.

These accounts need to be farmed and grown by identifying scope expansion, capability uplift, transformation and managed-services opportunities within the client's GCC.

Build relationships with client GCC heads and functional leaders.

Co-create solutions with the GCC Solutions & Offerings team and the GBLs; manage pursuits to close.

Evaluation points:

•Brownfield revenue growth & OB from assigned accounts vs. target

•Account penetration / share-of-wallet growth

•Expansion opportunities shaped and won

•Pipeline coverage for the portfolio

•Joint-pursuit win rate with Global AEs

•CSAT and NPS

EXPERIENCE REQUIRED

•10–16 yrs in account management / farming in IT/BPM services, with sector domain knowledge and experience operating in a matrixed account model.

CORE COMPETENCIES

•Account farming

•Sector domain expertise

•Cross-team collaboration

•Relationship management

•Opportunity shaping

•Commercial acumen.