GCC Sales Head

KPI PARTNERS

GCC Sales Head India

Job Description

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

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.

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.

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

Build and maintain 34x pipeline coverage against quota with accurate current forecasting.

Deliver an assigned target for net new logos each year.

Maintain hygiene and forecast discipline in CRM stage close date value next step and decision-maker mapping current at all times.

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.

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.

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.

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.

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.

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.

Bachelors degree; MBA is a plus but not required.

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.

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 new logo target met. A repeatable documented GCC motion messaging target list partner plays and proposal assets that the business can scale behind.

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.

Send your CV to 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.