GCC - Engagement Manager

About the Role:

Client Relationship Manager/Account Manager

Client Engagement & Prospecting

• Build and nurture relationships with senior client stakeholders (Director to CXO level), both in India and outside ( US Markets)
• Understand client business drivers and position as a strategic partner for GCC initiatives.
• Provide client context and insights to internal teams to shape solutioning and delivery.
• Work with Sales teams globally including Account sales team to co-manage and win GCC related deals.
• Develop a deep understanding of FFI's full range of services and solutions, including Digital Transformation, Cloud, Data Analytics, Cybersecurity, Enterprise Applications, and Application Development & Maintenance

3. Opportunity Management

• Navigate client organizations to identify GCC-related opportunities across functions and geographies.
• Lead cross-functional pursuit teams to develop tailored proposals and solutions.
• Recommend and defend win strategies and pricing models aligned with FFIs value proposition.

4. Contracting & Governance

• Drive MSA/SOW negotiations with clients in collaboration with legal and commercial teams.
• Ensure timely closure of contracts with acceptable risk profiles.
• Set up governance frameworks for ongoing engagement management.

5. GCC Setup & Transition Oversight

• Oversee the setup of GCCs including infrastructure, talent acquisition, and knowledge transition.
• Collaborate with delivery, HR, facilities, and legal teams to ensure smooth operationalization.
• Monitor transition milestones and mitigate risks proactively.

6. Account Planning & Growth

• Develop and execute account plans to grow GCC engagements in line with client and FFI objectives.
• Identify opportunities for service line expansion and innovation within the GCC.
• Drive account mining initiatives to increase FFI’s footprint.

7. Relationship & Stakeholder Management

• Act as the primary escalation point for client issues related to GCC operations.
• Conduct regular executive reviews and relationship health checks.
• Position FFI as a long-term strategic partner through thought leadership and value delivery.

8. People & Team Leadership

• Mentor and coach teams and delivery leaders involved in GCC engagements.
• Foster a high-performance culture focused on client success and innovation.
• Collaborate with FFI’s internal teams (consulting, Sales, delivery, technology, legal, finance) to craft compelling, client-centric solutions and proposals.

Required Knowledge & Skills

Knowledge

• Deep understanding of the GCC ecosystem, trends, and operating models.
• Knowledge of outsourcing/offshoring strategies, shared services, and digital transformation.
• Financial acumen including business case development, IRR, NPV, and ROI analysis.

Skills

• Strong client engagement and consultative selling skills.
• Excellent communication, negotiation, and presentation abilities.
• Ability to lead cross-functional teams in a matrixed environment.
• Strategic thinking with a hands-on execution mindset.
• Willingness to travel extensively as required

Qualifications & Experience

• BE/MBA or equivalent from a reputed institution.
• 12+ years of relevant experience in IT services, consulting, or GCC setup/management.
• Proven track record of managing large client relationships and complex transitions.