GCC Brownfield Sales/Account Management Head @ Bengaluru/Pune/Hyderabad/55-70L/Need from Tier 1/2 IT
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Job Description
Job Description
Role:
\n\nNOT looking for more than 18yrs of total experience. He/ She would f arm 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.
\n\nHe/ She would own a portfolio of accounts in an assigned sector (BFSI / Consumer / Health / EMR / Tech & Comms) that already run a GCC in India.
\nThese accounts need to be farmed and grown by identifying scope expansion, capability uplift, transformation and managed-services opportunities within the client's GCC.
\nBuild relationships with client GCC heads and functional leaders.
\nCo-create solutions with the GCC Solutions & Offerings team and the GBLs; manage pursuits to close.
\n\nEvaluation points:
\n•Brownfield revenue growth & OB from assigned accounts vs. target
\n•Account penetration / share-of-wallet growth
\n•Expansion opportunities shaped and won
\n•Pipeline coverage for the portfolio
\n•Joint-pursuit win rate with Global AEs
\n•CSAT and NPS
\n\nEXPERIENCE REQUIRED
\n•10–16 yrs in account management / farming in IT/BPM services, with sector domain knowledge and experience operating in a matrixed account model.
\n\nCORE COMPETENCIES
\n•Account farming
\n•Sector domain expertise
\n•Cross-team collaboration
\n•Relationship management
\n•Opportunity shaping
\n•Commercial acumen.
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