General Manager / AVP – GCC & Enterprise Sales

About the Role : Our client is a leading global enterprise services organisation, partnering with Fortune 500 companies, Global Capability Centres (GCCs), and some of India's largest enterprises to deliver strategic business and workplace transformation solutions. As part of its next phase of growth, the organisation is looking for a seasoned enterprise sales leader to build strategic relationships with GCCs and large corporate customers, originate new business opportunities, and lead complex, multi-year solution sales engagements . This is a high-impact individual contributor role for someone with a proven track record of consultative selling, CXO engagement, and winning large enterprise deals . The role involves leading strategic enterprise pursuits with contract values typically ranging from ₹25 - 50 Crore and above. Key Responsibilities : 1. Strategic Growth & Large Deal Ownership Own and drive a qualified pipeline of large, complex deals. Develop and execute account-led and segment-led growth strategies. Build multi-year pursuit strategies for strategic accounts (especially GCC/ MNC clients). Identify and penetrate new logos and whitespace opportunities. Drive predictable revenue growth through disciplined pipeline management. 2. CXO Engagement & Account Penetration Build deep relationships with CEO, CFO, CHRO, COO, Procurement Heads. Position the organisation as a strategic partner in workplace, experience, and operations. Influence decision-making beyond procurement (real estate, workplace strategy, ESG). Expand share of wallet within key accounts. 3. Solutioning & Commercial Excellence Lead end-to-end solution selling across IFM, Hard/Soft Services, Food & Transport. Drive RFP/RFI/RFQ strategy, bid shaping, and win themes. Develop commercial models (output-based, bundled, performance-linked). Ensure strong cost modelling, pricing benchmarks, and margin protection. Translate operational complexity into clear business value propositions. 4. Deal Closure & Negotiation Lead high-value, multi-stakeholder negotiations. Navigate long sales cycles, global-local stakeholders, and matrix environments. Balance win probability with profitability. Drive deals through internal governance and approval frameworks. Desired Experience : 15 years of B2B enterprise sales or business development experience. Proven experience in Integrated Facility Management (IFM), Workplace Services, Business Support Services, Corporate Services, Outsourcing or Managed Services . Demonstrated success in winning large, multi-year enterprise contracts. Strong experience handling RFPs, RFQs, tenders and commercial negotiations. Experience engaging CXO-level stakeholders. MBA preferred.