Job Description
Need 12+yrs of total experience.
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.
CORE COMPETENCIES •Account farming •Sector domain expertise •Cross-team collaboration •Relationship management •Opportunity shaping •Commercial acumen.
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.
CORE COMPETENCIES •Account farming •Sector domain expertise •Cross-team collaboration •Relationship management •Opportunity shaping •Commercial acumen.
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