Account Manager - Bangalore Rural - HCLTech

    HCLTech
    HCLTech Bangalore Rural

    8 hours ago

    Technology / Internet
    Description

    Exp- 10+ Years

    Location – Bengaluru

    We need someone who has experience in GCC Sales and have worked in customer captive centers with an extensive experience in Capacity Based and BOT deals.

    Sales Account Manager – IT Services (Customer Global Capability Center)

    1. Role Summary

    The Sales Account Manager is responsible for driving revenue growth, managing strategic customer relationships, and positioning services within customer GCC as a value‑generating partner for global clients. The role combines consultative selling, account governance, stakeholder management, and solution positioning across digital services offerings.

    2. Key Responsibilities

    Account Management & Growth

    • Own and drive revenue targets, and growth strategy for assigned global clients.
    • Build and execute account plans aligned with customer priorities and GCC capabilities.
    • Identify, qualify, and convert new opportunities in GCC Setup
    • Collaborate with delivery, pre‑sales, and practice teams to shape compelling solutions.

    Customer Relationship & Stakeholder Management

    • Maintain strong Director, and Digital Product Owner‑level relationships across client organizations.
    • Conduct regular governance meetings (QBRs/MBRs) with a focus on outcomes, performance, KPIs, and strategic initiatives.
    • Act as the trusted advisor to customers – proactively identifying business challenges and proposing relevant IT and digital solutions.

    Opportunity Management & Deal Pursuits

    • Lead T&M and capacity based deals
    • Work with GCC delivery leads to ensure proposals are feasible, competitive, and aligned to customer expectations.
    • Drive pipeline accuracy through CRM tools and forecast reporting.

    GCC Value Articulation

    • Position the GCC's capabilities (Setup & Build, Run & Optimize, Transform, Advisory, Carve‑outs) as differentiators in customer interactions.
    • Educate clients on GCC operating models, efficiency levers, productivity frameworks, and innovation capabilities.
    • Collaborate with GCC leadership on new service line expansion, capability development, and co‑innovation initiatives.

    Delivery Governance

    • Support delivery teams in issue resolution, escalations, risk mitigation, and service excellence.
    • Monitor KPIs, SLAs, productivity, contract adherence, and customer satisfaction metrics.

    3. Required Skills & Experience

    Must‑Have

    • 10–15 years of experience in IT services sales/account management.
    • Proven track record of managing multi‑million‑dollar global accounts.
    • Strong understanding of IT outsourcing, managed services, cloud, digital transformation, application services, engineering, and AI‑led offerings.
    • Ability to engage with CXOs and senior leadership across customer organizations.
    • Experience working with or selling into Global Capability Centers (GCCs), GICs, or offshore delivery models.

    Preferred

    • Experience in Automotive, Manufacturing, BFSI, Retail, or Telecom (depending on account focus).
    • Understanding of GCC‑specific governance models (GCC Sub‑Services: Advisory, Set‑up & Build, Run & Optimize, Transform, Carve‑outs).
    • Ability to work across geographies and multicultural environments.

    Soft Skills

    • Executive presence and strong communication skills.
    • Stakeholder influencing and negotiation capabilities.
    • Analytical thinking, financial acumen, problem‑solving.
    • High ownership, customer orientation, and proactive leadership.

    4. Key Performance Indicators (KPIs)

    • Revenue growth and pipeline coverage.
    • Deal win rate and gross margin improvement.
    • Customer satisfaction (CSAT/NPS).
    • Delivery performance KPIs (SLA adherence, quality metrics).
    • GCC‑specific value creation metrics (productivity, automation, digital adoption).

    5. Education

    • Bachelor's degree in Engineering, Business, or related discipline.
    • MBA preferred.

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