What are the responsibilities and job description for the Business Development Manager - GCC Services position at CTC?
We are looking for a highly motivated Business Development Manager – GCC Services to drive new client acquisition among mid-market companies. This role will focus on identifying organizations that can benefit from establishing or expanding a Global Capability Center (GCC) model to improve operational efficiency, access specialized talent, reduce costs, and accelerate growth.
The ideal candidate is a consultative sales professional with experience selling technology services, staffing solutions, outsourcing, offshore delivery models, or business transformation services to mid-sized companies. The candidate should be comfortable building relationships with C-level executives and converting opportunities from initial discovery through contract execution.
Key Responsibilities
New Business Development
- Identify and target mid-market companies that have potential demand for GCC setup, expansion, or managed GCC services.
- Build and maintain a strong pipeline through outbound prospecting, networking, referrals, partnerships, industry events, and account research.
- Conduct discovery meetings to understand client objectives, operational challenges, hiring needs, and growth plans.
- Present GCC solutions that help clients improve scalability, access global talent, and optimize operating costs.
- Manage the complete sales cycle from prospect identification to contract negotiation and closure.
Client Engagement & Relationship Building
- Develop relationships with founders, CEOs, COOs, CIOs, CHROs, business unit leaders, and functional executives.
- Act as a trusted advisor by educating prospects on GCC models, benefits, implementation approaches, and industry trends.
- Create customized proposals and business cases aligned with client goals.
- Maintain ongoing engagement with prospects and clients to identify expansion opportunities.
Market Development
- Research industries and companies most suited for GCC adoption.
- Build targeted account lists and execute account-based sales strategies.
- Participate in conferences, networking events, webinars, and industry forums.
- Collaborate with marketing teams on campaigns, content, and lead-generation initiatives.
Internal Collaboration
- Partner with delivery, recruiting, operations, and leadership teams to ensure successful client transitions.
- Provide market feedback to improve GCC service offerings and positioning.
- Maintain accurate pipeline reporting and sales forecasts through CRM tools.
Required Qualifications
- 5 years of successful B2B business development or consultative sales experience.
- Proven track record of acquiring new clients in mid-market segments.
- Experience selling services such as:
- Global Capability Centers (GCC)
- Offshore/nearshore delivery solutions
- Staffing and workforce solutions
- IT services
- Consulting services
- Outsourcing solutions
- Strong prospecting, relationship-building, and closing skills.
- Ability to communicate business value to executive-level stakeholders.
Preferred Qualifications
- Existing network of mid-market companies across technology, healthcare, financial services, life sciences, or other industries.
- Experience selling complex services with multi-month sales cycles.
- Understanding of global delivery models and workforce optimization.
- Experience using CRM platforms such as Salesforce, HubSpot, or similar tools.
Key Performance Indicators (KPIs)
- Number of qualified opportunities created
- New client acquisitions
- Revenue generated from new accounts
- Sales pipeline growth
- Conversion rate from opportunity to contract
- Average deal size and sales cycle performance
Ideal Candidate Profile
- Entrepreneurial mindset with a strong hunting mentality.
- Comfortable creating opportunities rather than waiting for inbound leads.
- Strong executive presence and consultative selling ability.
- Motivated by building a new market and creating long-term client relationships.