Capital Projects GCC Lead

Job Description

The Capital Projects GCC Leader will drive the presales strategy for large capital projects across Energy & Utilities, leading opportunity shaping, qualification, and full pursuit lifecycle management. They will mentor and scale an India based SME/ pre-sales team, enhancing solutioning, proposal development, and storytelling capabilities. The role requires building strong C-suite relationships to shape early-stage demand and position the organisation as a strategic transformation partner. The leader will develop differentiated value propositions, orchestrate cross global teams for competitive bids, and steer governance across major pursuits. They will also represent the organisation in key industry forums to strengthen thought leadership and market visibility. Key Responsibilities
▪ Lead pre-sales strategy for the capital-projects portfolio across Energy & Utilities, driving opportunity shaping, qualification, and high-quality pursuit execution.
▪ Set-up, lead and mentor the India-based sales team, strengthening solutioning, proposal development, and storytelling capabilities.
▪ Drive full pursuit lifecycle- from opportunity identification to RFP response, solution orchestration, orals preparation, BAFO, and contract negotiation.
▪ Develop C-suite level relationships across utilities, power, nuclear, and infrastructure clients shaping early-stage demand and positioning the organisation as a strategic transformation partner.
▪ Develop differentiated value propositions combining engineering services, digital/AI-enabled delivery, and scalable global-delivery constructs.
▪ Chair pursuit governance (war rooms, solution reviews, win strategy workshops) and ensure commercial, legal, and technical alignment for all large deals.
▪ Partner with global teams (delivery, solution architecture, pricing, finance, ER&D, Invent) to craft compelling, competitive, and defensible bid responses.
▪ Drive creating repeatable sales-enablement assets (playbooks, benchmarks, competitive insights), while ensuring clear synergy with the GCC India sales engine.
▪ Represent the organisation, from Capital Projects stand-point at major industry forums, driving thought leadership and enhancing market visibility.

Primary Skills

▪ 20+ years of experience in Energy & Utilities sales, capital project solutions, engineering services, infrastructure programmes, or EPC/EPCM advisory.
▪ Demonstrated success closing large, multi-million-dollar capital project or engineering deals.
▪ Strong CXO level network across utilities, energy networks, water companies, transmission/distribution, or infrastructure agencies.
▪ Proven experience in running high performing sales teams or setting up GCC/GBS sales/solutioning organizations.
▪ Track record of leading complex global RFPs, orals, negotiations, and competitive bid cycles.
▪ Strong understanding of project controls, engineering workflows, digital/AI enabled project models, and capital project operating frameworks.
▪ Exceptional communication, and executive presence.