KEY RESPONSIBILITIES
•Own a portfolio of GCC Accounts in an assigned sector (BFSI / Consumer / Health / EMR / Tech & Comms) that already run a GCC in India.
•Farm and grow these accounts — identify scope expansion, capability uplift, transformation and managed-services opportunities within the client's GCC.
•Work closely with Global Account Executives and SMU teams to co-shape and position GCC opportunities.
•Build relationships with client GCC heads and functional leaders.
•Co-create solutions with the GCC Solutions & Offerings team and the GBLs; manage pursuits to close.
•Maintain account plans, pipeline and forecast for the assigned portfolio.
HOW WE MEASURE THIS ROLE — KPIs
•Brownfield revenue growth & OB from assigned accounts vs.
target
•Account penetration / share-of-wallet growth
•Expansion opportunities shaped and won
•Pipeline coverage for the portfolio
•Joint-pursuit win rate with Global AEs
•CSAT and NPS
EXPERIENCE REQUIRED
•12–18yrs in account management / farming in IT/BPM services, with sector domain knowledge and experience operating in a matrixed account model.