Director

Role: Sr. Client Partner – IT Services (GCC Accounts & New Business)
Role Overview:
The Client Partner will be responsible for managing and growing a portfolio of existing Global Capability Centre (GCC) clients in multiple industries, ensuring revenue growth, gross margin, delivery excellence and client satisfaction. In addition, the role also requires a strong sales-hunter mindset to identify, pursue and acquire new client logos, expanding the company’s footprint in strategic markets.
Key Responsibilities
1.Account Management
Serve as the primary relationship owner for a set of GCC clients
Drive account growth through upselling and cross-selling IT services (application development, infrastructure, cloud, digital transformation, etc.)
Develop strategic account plans aligned with client priorities and industry trends
Ensure delivery excellence by collaborating with delivery teams, monitoring SLAs and proactively addressing client concerns
Act as a trusted advisor, providing insights on technology adoption, innovation and transformation opportunities.
2.Sales Hunting
Identify and pursue new business opportunities within target industries and geographies
Build a pipeline of prospects through networking, market research and leveraging industry connections
Lead the end-to-end sales cycle: prospecting, solution positioning, proposal development, contract negotiation and closure
Collaborate with pre-sales, solution architects, delivery and marketing teams to craft compelling value propositions
3.Strategic Leadership
Provide market intelligence on GCC trends, client needs and competitive landscape
Partner with senior leadership to shape go-to-market strategies for GCC accounts
Represent the company at industry forums, conferences and client events to enhance brand visibility
Key Performance Indicators (KPIs)
Revenue Growth: Year-on-year increase in account revenue
Client Satisfaction: Measured through NPS/CSAT scores
New Logo Acquisition: Number and value of new clients signed
Account Penetration: Expansion of services within existing GCC accounts
Deal Closure Rate: Conversion ratio of opportunities to signed contracts
Desired Skills & Qualifications
Proven experience (15–20 years) in IT services account management and sales
Strong understanding of GCC operating models and global IT outsourcing
Must be well versed with all engagement models such as Managed Services, Fixed Price, BOT, Staff Augmentation, etc.,
Excellent relationship management, negotiation and communication skills
Demonstrated success in hunting and acquiring new clients
Ability to navigate C-suite stakeholders and influence decision-making
Working with Hi-tech, Media and Telecom GCCs are preferred
Knowledge of digital, cloud, AI/ML and enterprise IT services
BE, MBA or equivalent degree preferred

Work arrangement
Hybrid