Head of Sales – GCC Advisory

Job Overview

We are looking for a senior sales leader to drive new sales for our GCC Advisory & Consulting practice. This is a hunter-led role focused on originating and closing mandates with US and European multinationals that are evaluating, establishing, or scaling Global Capability Centers in India. The ideal candidate combines deep India GCC market knowledge with the gravitas to engage credibly at CXO level and the commercial drive to convert those conversations into signed engagements. This role is also an opportunity to shape and build the GCC Advisory sales function from the ground up, with the potential to grow a team as the practice scales.

Key Responsibilities

• Originate new opportunities through senior relationship development, industry events, referral networks, and targeted outreach.
• Lead the full sales cycle from initial conversation through proposal, commercial negotiation, and contract closure.
• Build and maintain a qualified pipeline with sufficient coverage to consistently meet revenue targets.
• Own and deliver an annual revenue target for GCC advisory mandates across US and European client segments.
• Engage at C-suite and senior leadership level and relevant stakeholders as the primary relationship owner.
• Position the firm as a trusted advisor on India (& Malaysia) GCC strategy through consultative engagement well ahead of formal mandates.
• Maintain active senior relationships across a defined portfolio of accounts and prospects in the US and European markets.
• Represent the firm at key industry forums, GCC ecosystem events, and leadership roundtables.
• Maintain a current, well-informed point of view on the India GCC landscape: talent, regulation, location strategy, GBS models, and competitive dynamics.
• Provide structured market feedback to inform service proposition development and positioning.
• Engage with the India GCC community and industry analyst networks to stay ahead of client demand trends.
• Partner with internal practice leads to shape proposals that are commercially competitive and operationally credible.
• Collaborate closely with delivery, HR advisory, finance transformation, and technology practice leads to develop integrated client solutions.
• Contribute to thought leadership content, client presentations, and practice marketing materials.
• Maintain accurate pipeline data and sales reporting through internal CRM discipline.

Requirements & Skills

• 15–18 years of professional experience, with a substantial portion in consulting sales, advisory, or business development roles.
• Demonstrated track record of selling GCC setup, Global Business Services (GBS), shared services transformation, or related advisory services to senior enterprise buyers.
• Direct experience managing US and/or European client relationships, either from India or with significant time in those markets.
• Prior background in GCC advisory, management consulting, or specialist GCC / location strategy firms is strongly preferred.
• Existing senior relationships with decision-makers in US or European multinationals evaluating India GCC is a significant advantage.
• Strong familiarity with the India GCC ecosystem, Bengaluru market dynamics, talent landscape, and competitive service providers.
• MBA from a reputed institution is preferred.
• Undergraduate degree in Business, Engineering, Economics, or a related field.
• C-Suite Credibility: Engages as a peer with senior executives. Brings a point of view, not just a pitch. Confident in complex, multi-stakeholder environments.
• Consultative Selling: Sells through insight and advisory value. Shapes client thinking before the RFP exists. Wins on the quality of the problem framing, not just the price.
• GCC & GBS Domain Fluency: Conversant in India GCC strategy, including location selection, operating models, HR GBS, Finance GBS, talent economics, and governance frameworks.
• Commercial Acumen: Understands and drives deal structure, pricing, and commercial risk. Negotiates effectively while preserving client relationships.
• Relationship Builder: Builds long-term, trust-based relationships with clients and ecosystem partners. Seen as a valued connector and knowledge resource.
• Hunter Mindset: Self-motivated, comfortable with ambiguity, and energized by building a pipeline from scratch. Does not rely on inbound demand.
• Cross-Cultural Communication: Effective communicator with US and European business cultures. Adapts style and context appropriately for international audiences.