GCC - Sales Capture Lead

Job Summary

As a GCC Sales Lead, you will be responsible for driving sales origination, account growth, and strategic client relationships across Global Capability Center (GCC) clients. You will identify and shape new opportunities, lead complex transformation pursuits, collaborate across Accenture service lines, and help clients establish, scale, and transform their GCCs.

Roles & Responsibilities

Drive GCC Sales & Business Growth

• Drive sales origination and build a qualified pipeline across priority GCC accounts.

• Identify white-space opportunities within existing GCCs and originate new logo pursuits.

• Develop account growth strategies and execution plans to increase wallet share across GCC clients.

• Lead end-to-end pursuit and capture management for strategic transformation opportunities.

GCC Advisory & Client Engagement

• Partner with GCC leadership and CXOs to understand their business priorities, operating model, and transformation roadmap.

• Advise clients on GCC strategy, setup, expansion, modernization, and capability transformation.

• Position Accenture's end-to-end capabilities across Strategy, Consulting, Technology, Operations, Industry X, Data & AI, Cloud, SAP, Security, and Song.

• Conduct executive workshops, capability showcases, and innovation sessions to create demand and strengthen executive relationships.

Build Trusted Client Relationships

• Establish trusted advisor relationships with GCC leaders, Global Business Leaders, and C-suite executives.

• Build executive connects across client organizations and leverage Accenture's global network to create growth opportunities.

• Represent Accenture at GCC forums, industry events, client roundtables, and executive briefings.

Lead Complex Pursuits

• Lead large, multi-service line transformation pursuits from qualification through deal closure.

• Collaborate with solution architects, delivery teams, commercial, finance, legal, and leadership teams to develop differentiated solutions.

• Drive competitive positioning, pricing strategy, commercial negotiations, and proposal development.

Collaborate Across the GCC Ecosystem

• Partner with Client Groups, Market Units, Industry teams, Technology practices, and Global Sales teams to maximize GCC opportunities.

• Work closely with Account Leadership and Client Account Leads to develop integrated account strategies and accelerate revenue growth.

• Share market intelligence, industry trends, competitor insights, and GCC investment opportunities to shape growth strategy.

Professional & Technical Skills

• Strong understanding of Global Capability Center (GCC) operating models, expansion strategies, and transformation journeys.

• Proven experience in enterprise sales, pursuit management, and large transformation deal closures.

• Ability to build CXO relationships and influence senior business stakeholders.

• Strong commercial acumen, negotiation, communication, and executive presentation skills.

• Ability to work collaboratively across global, cross-functional, and multi-disciplinary teams.

• Strong analytical, strategic thinking, and account planning capabilities.

Must Have Skills:

Enterprise Sales: 15+ years of enterprise technology consulting sales experience, with 8–10 years in Sales Pursuit/Capture Management, leading and winning large, complex, multi-million-dollar transformation deals.

Sales Pursuit & Business Development: Proven experience in sales origination, account mining, hunting, pipeline creation, CXO relationship management, white-space identification, account planning, commercial negotiations, and closing large transformation deals.

GCC Experience & Industry Expertise: Candidates should possess 8-10 years of GCC experience and deep expertise in one of the following Client Groups:

• Resources: 8-10 years of GCC experience with Energy, Oil & Gas, Chemicals, Mining, Metals, Utilities and Natural Resources clients. Experience selling Digital Transformation, Cloud, Data & AI, SAP, Asset Management, IIoT, Engineering & Plant Operations, Supply Chain, Sustainability, Energy Transition, Grid Modernization and Capital Projects.

• Life Sciences & Health: 8-10 years of GCC experience across Pharmaceutical, Biotechnology, Medical Devices and Healthcare organizations. Experience selling Digital Transformation, Cloud, Data & AI, SAP, R&D Digitalization, Clinical & Regulatory Platforms, Manufacturing, Supply Chain, Quality, Pharmacovigilance and Commercial Operations.

• Consumer Goods, Services & Retail (CGSR): 8-10 years of GCC experience with Consumer Goods & Retail organizations. Experience selling Digital, Cloud, Data & AI, SAP, Supply Chain, ERP, Customer Experience, Omnichannel, E-commerce and enterprise transformation programs.

• Financial Services: 8-10 years of GCC experience across Banking, Capital Markets and Insurance organizations. Experience selling Digital, Cloud, Data & AI, Cybersecurity, Core Banking, Payments, Risk & Compliance and Business & Technology Transformation engagements.

• Communications, Media & Technology (CMT): 8-10 years of GCC experience across Communications, Media, High Tech and Software organizations. Experience selling Digital, Cloud, Data & AI and large-scale transformation programs across Telecom, Media, Entertainment and Technology clients.

Good to Have Skills

• Experience working in GCC transformation programs.

• Strong understanding of Global Capability Center operating models.

• Experience working with Tier-1 Consulting or Systems Integration firms

• Experience managing strategic global accounts and complex pursuits.

Experience

Minimum 15+ years of consulting, enterprise sales, account management and business development experience.

Educational Qualification

Bachelor's degree required. MBA/PGDM from a premier institute preferred.