KPI PARTNERS

GCC Sales Head — India

Function: Sales / Revenue

Location: Bengaluru or Hyderabad preferred (Pune, Chennai, NCR considered) — hybrid, with regular travel across India GCC hubs

Type: Full-time

Experience: 10+ years in enterprise sales, with direct GCC selling experience in India

Reports to: [CEO]

Team: Individual contributor to start, with a path to building and leading a GCC sales pod

About KPI Partners

KPI Partners is a data, analytics, and AI consultancy founded in 2006. We have 600+ consultants and 300+ enterprise customers, headquartered in Oakland, California with delivery and go-to-market teams across India, Mexico, and the UK.

We build modern data platforms, analytics products, and production-grade AI systems on AWS, Azure, GCP, Databricks, and Snowflake. Our India business is growing fastest in the Global Capability Center segment, where centers are shifting from cost arbitrage to being the primary engineering and AI capability for their global parent. This role owns that segment.

The Role

You will own new logo acquisition and revenue growth across GCC accounts in India. This is a full-cycle sales role: you will hunt, qualify, build the solution story with our architects, negotiate, close, and then farm the account into a multi-year, multi-workstream relationship.

Equally important, you will be the face of KPI Partners to our cloud and data platform partners in India. A meaningful share of GCC pipeline is sourced and co-sold with AWS, Azure, GCP, Databricks, and Snowflake field teams. You will build those relationships, sit in their account planning conversations, and convert them into joint pursuits.

This is a role for someone who can hold a credible technical conversation about an AI stack with a GCC Head of Engineering, and a commercial conversation about a three-year run-rate with a Managing Director, often in the same week.

Key Responsibilities

1. Own the number

• Carry and deliver an assigned annual revenue quota for the India GCC segment, split across recent business and expansion.

- Build and maintain 3–4x pipeline coverage against quota with accurate, current forecasting.
- Deliver an assigned target for net current logos each year.
- Maintain hygiene and forecast discipline in CRM — stage, close date, value, next step, and decision-maker mapping current at all times.

2. Hunt current GCC accounts

• Build a named account plan across priority GCC segments — BFSI, retail and CPG, healthcare and life sciences, manufacturing, hi-tech, and travel.

- Prospect into GCC leadership: Center Heads, Managing Directors, VPs and Heads of Data and Analytics, Heads of AI/ML, Engineering Directors, and their counterparts at the global parent where the budget originates.
- Run structured discovery that separates a real, funded initiative from an exploratory conversation, and disqualify early where the fit is not there.
- Lead RFP, RFI, and proactive proposal responses end to end, coordinating solution architects, delivery leadership, pricing, and legal.
- Design and defend commercial constructs: T&M;, fixed-bid, outcome-linked, managed services, and dedicated pod or ODC models.

3. Farm and expand existing accounts





• Grow accounts from a first project into a durable, multi-tower relationship — data platform modernization, analytics, AI/GenAI, and managed services.

- Build and maintain executive relationships beyond your original sponsor, so the account does not sit on a single thread.
- Run quarterly business reviews with customers, tying delivered outcomes to the next set of investments.
- Partner with delivery leadership on account health, margin, staffing, and renewals — you own commercial continuity, not just the first signature.

4. Drive partner-sourced and co-sell pipeline

• Own the India field relationship with AWS, Microsoft Azure, and Google Cloud, and with Databricks and Snowflake — Partner Managers, PDMs, AEs, and Solution Architects.

- Get KPI Partners into partner account planning sessions and territory reviews for target GCC accounts.
- Drive partner-sourced and partner-influenced pipeline against an agreed target, and register, track, and close opportunities through partner portals and co-sell motions.
- Work with our alliances and marketing teams to build joint value propositions, and pull partner funding — MDF, POC credits, migration and modernization programs — into live deals.
- Represent KPI Partners in partner-hosted GCC forums and executive roundtables.

5. Be credible on the AI and data stack

• Hold your own on modern data architecture — lakehouse, medallion, streaming, governance and catalog, semantic layers — and on the AI stack: LLM selection, RAG, agentic workflows, evaluation and guardrails, MLOps, and the cost and security tradeoffs that decide whether a GCC pilot reaches production.

- Translate technical capability into business outcomes: cycle time, cost to serve, risk reduction, revenue enablement.
- Shape solutions with our architects and accelerator teams, rather than passing requirements over a wall.
- Stay current on platform releases from our partners and know what each new capability unlocks for a GCC buyer.

6. Lead the market presence

• Represent KPI Partners at GCC-focused events, forums, and industry associations in India — NASSCOM GCC forums, partner summits, analyst and CXO roundtables.

- Anchor and moderate conversations at these events: speak on panels, run executive roundtables, and host joint sessions with our partners.
- Feed field intelligence — competitor moves, pricing pressure, buying patterns, emerging use cases — back into marketing, offering strategy, and delivery.
- Work with marketing on account-based campaigns, webinars, and content aimed at your named accounts.

Required Qualifications

• 10+ years of enterprise sales experience in India, with a substantial portion in an analytics, data, or AI services company — not generic IT staffing or product-only sales.

- Direct,



demonstrable experience selling to GCCs in India. You should be able to walk us through specific centers you sold into, who you sold to, and what you closed.
- A verifiable record of carrying and hitting an annual quota, with the ability to describe your largest deals: size, cycle length, competitive set, and how you won.
- Proven new logo acquisition — you have opened accounts from a cold start, not only grown inherited ones.
- Working fluency with at least two of AWS, Azure, GCP, Databricks, and Snowflake, and a real understanding of the modern AI and data stack.
- Experience selling through and with cloud or data platform partners, including co-sell and partner-sourced motions.
- Strong executive presence — comfortable presenting to a GCC Center Head or a global CDO, and on stage at an industry event.
- Willingness to travel regularly across India GCC hubs.
- Bachelor's degree; MBA is a plus but not required.

Preferred

• Existing relationships with cloud and data platform field teams in India.

- Experience selling GenAI or agentic AI engagements that reached production, not just pilots.
- Experience building or scaling a GCC practice or segment from an early stage.
- Exposure to US or European parent-company stakeholders, given that budget authority often sits outside India.
- Domain depth in one or more of BFSI, retail and CPG, healthcare and life sciences, or manufacturing.

What Success Looks Like

First 30 days — Onboarded on our offerings, accelerators, delivery model, and partner programs. Named account list built and agreed. Introductions made across our partner field teams.

First 90 days — Qualified pipeline building against target. Active co-sell conversations underway with at least two platform partners. First proposals submitted. A clear point of view on where we win and where we should not compete.

First 6 months — First net new GCC logo closed. Partner-sourced pipeline contributing meaningfully. KPI Partners visible at at least one significant GCC event or roundtable in India.

First 12 months — Annual quota delivered. Net new logo target met. A repeatable, documented GCC motion — messaging, target list, partner plays, and proposal assets — that the business can scale behind.

What We Offer

• Competitive salary with an variable component tied to bookings and revenue.

- Direct access to leadership and a short path from idea to decision.
- A strong delivery organization behind you — 600+ consultants and a portfolio of GenAI and agentic accelerators you can take into a deal.
- Deep, funded partnerships with the platforms your buyers are already standardizing on.
- The chance to own and build a segment, with the opportunity to grow into leading a team.

How to Apply

Send your CV to [email protected] with the subject line “GCC Sales Head — India.” Please include a short note covering: the GCCs you have sold into, your most recent quota and attainment, and one deal you are proud of and why.

KPI Partners is an equal opportunity employer. We evaluate applicants on merit, without regard to any characteristic protected by applicable law.

📌 GCC Sales Head (Bengaluru)
🏢 KPI Partners
📍 Bengaluru