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About the position
The Senior Practice Engagement Manager for IT Global Capability Centers (GCCs) will drive end-to-end sales for GCCs, from opportunity identification to deal closure. This role involves collaborating with cross-functional teams to design and propose tailored GCC solutions to clients, identifying and pursuing new GCC opportunities across various industries and geographies, and developing strong relationships with CXO-level stakeholders to understand their GCC needs. The manager will lead the creation of compelling proposals and presentations that address client requirements, coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions, and stay updated on industry trends and competitive landscape to inform sales strategies.
Responsibilities
- Drive end-to-end sales for Global Capability Centers (GCCs).
- Collaborate with cross-functional teams to design and propose tailored GCC solutions.
- Identify and pursue new GCC opportunities across various industries and geographies.
- Develop and maintain strong relationships with CXO-level stakeholders.
- Lead the creation of compelling proposals and presentations.
- Coordinate with delivery and solution teams for feasibility and alignment.
- Conduct customer profiling and account planning.
- Set revenue and margin targets by services line at the account level.
- Negotiate teaming agreements and prices with external partners.
- Develop account plans and relationship maps.
- Ensure effective handover of projects to delivery for execution.
- Engage in market development and customer prospecting.
- Identify opportunities in the TAL and create opportunity plans.
- Develop winning proposals and negotiate contracts.
- Manage account operations and ensure timely invoicing.
- Handle customer complaints and manage relationships with third-party vendors.
- Guide team members in career planning and mentoring.
Requirements
- 16-25 years of experience in IT services sales, focusing on GCCs or shared services.
- Proven track record of successfully selling complex solutions to large enterprises.
- Strong understanding of GCC models, including setup, operations, and governance.
- Excellent communication and negotiation skills, with the ability to influence at senior levels.
Nice-to-haves
- Knowledge of outsourcing business and cost/revenue drivers for IT organizations.
- Experience in business case creation and financial analysis.
- Strong presentation skills and knowledge of legal and contracting issues.
