Key Points to Know
- Industry: Digital Transformation & IT Services
- Hiring Need: Two niche roles — GCC Sales Hunter & Marketing Head to launch an India market expansion
- Core Challenge: Highly specialized GCC domain talent, not findable through standard recruitment channels
- Our Approach: CEO-level discovery, targeted headhunting, and candidate brand building to attract the right fit
- Marketing Head: Sourced, screened, and onboarded within 30 days
- GCC Sales Role: Successfully closed within 80 days despite a niche and competitive talent pool
Company Background
The client is a digital transformation and technology services company helping enterprises modernize applications, enhance customer experience, and drive measurable business efficiency.
Their expertise spans application development, cloud enablement, and data-driven solutions tailored to the needs of global clients across complex, competitive markets.
With a strong foothold in international markets, particularly the United States, they had built a solid reputation as a trusted technology partner for enterprises looking to leverage digital transformation to grow and scale.
Customer's Challenge and Objective
The client’s growth had been built on the back of their US market presence.
However, as the business matured, leadership recognized a strategic risk: over-dependence on a single geography.
Simultaneously, they spotted a fast-moving opportunity closer to home.
India was rapidly becoming the nerve centre for Global Capability Centers (GCCs) — enterprise units set up by global companies to drive technology and business enablement from India.
For a company whose core value proposition is digital transformation, this was precisely the market they were built to serve. Missing it was not an option.
The challenge, however, was finding the right talent.
The GCC sales domain is niche, relationship-driven, and highly specialized. They needed:
- A sales professional with credible experience selling into GCC accounts and existing relationships within the ecosystem in India
- A marketing professional who could build brand presence through customer-facing content, supporting a strong inbound and outbound pipeline
Their existing HR team and vendors didn’t have the network or capability to identify and validate candidates at this level.
A targeted headhunting approach was needed — one that went beyond resumes to evaluate deal history, stakeholder relationships, and consistency of performance.
The stakes were clear: every month without the right team was a market opportunity lost.
Customer's Objective of Working with Us
The client came to us with a focused and urgent mandate :
- Hire fast, hire right — they were conscious of the market window and couldn’t afford to lose time chasing an impossible ideal candidate
- Access niche talent — they needed a specialised sales recruitment agency with genuine headhunting capability to find candidates who had actually done this job, not just looked good on paper
- Get validated fitment, not just CVs — candidates assessed on actual sales track record, GCC domain knowledge, and cultural alignment with a founder-led organization
- Fill two strategic roles simultaneously — a GCC Sales Hunter and a Marketing Head, both critical to launching their India growth chapter.
Service We Provided
We provided an end-to-end Sales & Marketing Talent Acquisition service, covering:
- Strategic talent consulting – helping shape role expectations and market-aligned compensation benchmarks before the search began.
- Targeted headhunting – proactively identifying niche GCC sales and marketing talent, not just from active job-seeker databases.
- Candidate screening and fitment assessment – evaluating domain expertise, deal history, and soft skills relevant to a founder-driven environment.
- Candidate brand building – positioning the client compellingly to attract quality talent.
- End-to-end hiring support – from search to onboarding, ensuring speed and quality throughout
Roles Hired For:
- GCC Sales – Business development and account hunting within the GCC ecosystem in India
- Marketing Head – Customer-facing content, brand building, inbound/outbound lead support
Steps by Step Process of Helping the Client
Step 1: CEO-Level Discovery
e started with in-depth conversations directly with the CEO — understanding the company’s journey, leadership’s vision, and what success in these roles truly looked like.
This helped us move beyond a job description and identify the right mindset and energy for each hire.
Step 2: Shaping the Talent Strategy
Before the search began, we shared market insights on candidate availability, salary benchmarks, and target geographies.
Along with reference profiles to help calibrate expectations against market reality.
Step 3: Targeted Headhunting
We proactively reached out to professionals with the right mix of IT services knowledge, GCC domain familiarity, and a proven track record.
We also tapped into passive talent pools that a standard recruitment approach would never reach.
Step 4: Building the Client's Brand with Candidates
Since many professionals were unfamiliar with the client’s scale and global work, we positioned the opportunity compellingly.
Highlighting direct access to founders and strong career growth, to attract talent that might otherwise have looked away.
Step 5: Screening, Fitment Validation & Enabling Fast Decisions
Every candidate was assessed on genuine fitment, deal history and stakeholder relationships for the sales role and content expertise for the marketing role
Working directly with decision-makers throughout ensured evaluations were swift and decisive, with no backtracking on requirements.
The Results
- GCC Sales Hunter successfully closed within 80 days. The role saw an initial candidate drop-out which extended the timeline, but the structured process ensured quality was never compromised
- Marketing Head onboarded within 30 days from the start of the engagement, driven by strong candidate alignment and a decisive hiring process
- The client entered the GCC market in India with the right team in place and equipped with the sales and marketing firepower needed to build pipeline and establish presence in a high-opportunity segment.