Director - Enterprise Influence

Job Description

1. Key Responsibilities

1.1 Corporate and Account Engagement

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• Own a concentrated portfolio of named anchor GCC accounts across the country, working these to depth rather than maintaining a broad prospect list.
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• Build and maintain the named-account map and the senior-leader target list, with a research brief prepared before any outreach — role, tenure, current organisational mandate and likely trigger.
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• Develop and present corporate sponsorship proposals, including the return-on-investment case for multi-seat agreements, working with Corporate Relations and the Program Director.
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1.2 Individual Candidate Engagement

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• Conduct peer-level qualifying conversations with prospective participants — assessing fit against the published composition rules rather than persuading candidates to enrol.
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• Manage the individual pipeline from first contact through to confirmed, fee-paid seat, in line with the Participant Onboarding SOP.
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• Maintain the relationship through to Orientation, so that no confirmed participant experiences an impersonal handover after payment.
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1.3 Events and Market Presence

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• Plan and deliver the invitation-only CXO roundtable series, anchor-account dinners and campus open houses, including guest list construction and personal follow-up.
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• Secure and manage institutional platform relationships — NASSCOM GCC Council, Zinnov, KDEM, NHRDN Bengaluru and comparable bodies — including speaking slots and delegate access.
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• Support the GCC Leadership Readiness Index: fieldwork, respondent recruitment, and conversion of completions into qualified conversations.
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1.4 Pipeline Governance and Reporting

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• Own the weekly seat-gate report: cumulative confirmed, fee-paid or purchase-order-backed seats against plan, presented to the Executive Director and the Steering Committee.
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• Maintain CRM discipline and pipeline hygiene such that pipeline position can be independently verified at any point.
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• Track and report cost per confirmed seat against the approved acquisition budget.
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1.5 Team

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• Build and lead a small team — a Research Analyst and Senior Enrolment Advisors — as the vertical scales, setting the standard for research-led rather than volume-led outreach.
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2. Candidate Profile

Essential

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• Twelve or more years' experience, with a substantial portion in enterprise or B2B relationship roles selling to senior stakeholders — CHRO, CXO or functional head level.
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• Demonstrable credibility with senior corporate audiences: the ability to hold a substantive conversation about GCC operating models, transformation agendas and leadership capability without a script.
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• A track record of long-cycle, low-volume, high-value conversion — enterprise software, executive search, management consulting, executive education or comparable.
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• Fluency with account research and prospecting tools, including LinkedIn Sales Navigator and contact enrichment platforms.
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• Disciplined CRM and pipeline practice, with a bias toward preparation over activity.
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Desirable

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• Direct experience of the GCC or GBS sector, whether from inside a capability centre or serving it.
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• An existing senior network across the Bengaluru or Hyderabad GCC ecosystem.
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• Prior exposure to executive education, corporate learning or professional services marketing.
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• Experience building and leading a small commercial team.
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