Work Location- Remote- United States

US Salary Range- $140K-160K

Unlike a support or documentation role, this position drives the development of winning strategies for complex RFI/RFP responses, architects operationally grounded TPA and L&A solutions, and leads estimation governance for multi-million-dollar engagements. The incumbent acts as the primary client-facing solution authority during orals, discovery sessions, and executive briefings, and collaborates tightly with Sales, Delivery, Product, and SME teams to ensure every proposal reflects EXL's delivery capability and competitive differentiation.

The ideal candidate brings deep operational fluency in L&A insurance and TPA administration 6 not just platform knowledge 6 combined with a proven track record in presales solutioning, estimation discipline, and executive-level storytelling.

Key Responsibilities

1. RFI / RFP Response Leadership

• Own end-to-end response strategy for complex L&A and TPA RFI/RFPs, acting as the primary solution author and quality gatekeeper.

• Lead intake and structured decomposition of RFI/RFP documents 6 extracting functional, technical, operational, conversion, integration, compliance, and regulatory requirements.

• Facilitate internal solutioning sessions with SMEs, delivery leads, product managers, and technology architects to develop cohesive, defensible response strategies.

• Craft win themes, differentiators, and executive summaries that articulate EXL's unique value proposition in L&A platform services and TPA operations.

• Develop and maintain a curated proposal content library (reusable narratives, capability matrices, past-performance references, compliance exhibits) to accelerate future pursuits.

• Lead proposal review cycles and drive iterative revisions through final submission.

• Represent the solution during oral presentations, client Q&A sessions, and Best-and-Final-Offer (BAFO) negotiations.

2. Solution Architecture & Design

• Architect end-to-end target operating model (TOM) designs for L&A policy administration implementations, platform conversions, and managed TPA services.

• Define solution scope boundaries, phasing strategies, integration architecture, data migration approach, hosting models ( SaaS, hybrid), and governance frameworks.

• Model current-state and future-state operating models, identifying process re-engineering opportunities that strengthen the EXL value narrative.

• Lead technical due-diligence workshops with prospective clients 6 mapping client requirements to EXL platform capabilities (LifePRO, LDS, Portal).

• Develop architecture decision records (ADRs) and solution blueprints that serve as the contractual foundation for delivery teams.

• Ensure solution designs comply with NAIC model regulations, state insurance codes, SOX, and relevant data-privacy frameworks (CCPA, HIPAA).

3. TPA & L&A Operations Domain Expertise

• Apply hands-on operational knowledge of TPA administration services including:

  • Policy lifecycle management 6 New Business, Underwriting, Issuance, In-Force Servicing, Lapse/Reinstatement

  • Claims adjudication workflows 6 Life, AD&D, Disability, Pre-Need and MedSupp,Annuity surrender/death benefit

  • Billing, premium accounting, and agent/broker commission processing

  • Reinsurance administration and treaty management

  • Regulatory filing support and state compliance monitoring

• Structure TPA service models (full TPA, co-sourcing, partial BPO) in proposals with clear RACI, SLA frameworks, and performance metric definitions.

• Translate operational complexity into solution constructs that resonate with both insurance operations leaders and C-suite buyers.

• Advise on workforce optimization, automation opportunity identification (RPA, AI/ML-assisted adjudication), and operational transformation roadmaps as part of TPA solution value propositions.

• Stay current on industry trends 6 InsurTech disruption, embedded insurance, direct-to-consumer L&A distribution, and regulatory changes 6 incorporating relevant insights into solution narratives.

4. Estimation Governance & Pricing Strategy

• Own estimation governance for all L&A and TPA platform pursuits 6 establishing estimation standards, templates, and calibration benchmarks aligned to EXL's delivery methodology.

• Lead multi-disciplinary estimation workshops with Delivery, Technology, Conversion, Testing, and Operations SMEs to build bottoms-up effort models.

• Develop and continuously refine ROM (Rough Order of Magnitude), Detailed Estimate, and Fixed-Price models for implementations, conversions, and managed service engagements.

• Maintain an estimation intelligence database 6 cataloging actuals vs. estimates from closed deals to drive continuous calibration and reduce estimation variance.

• Define pricing strategy options (T&M, Fixed-Price, Outcome-Based, Gain-Share) in partnership with Finance and Sales leadership, with supporting rationale and risk overlays.

• Model commercial scenarios and sensitivity analyses (scope change, risk reserves, volume assumptions) to inform pricing decisions and contract structures.

• Ensure all estimates are accompanied by a documented assumptions register and risk log, enabling transparent scope defense during negotiations.

• Coach and mentor junior architects and analysts in estimation discipline and structured assumption documentation.

5. Presales Leadership & Client Engagement

• Partner with Sales and Account leadership to qualify opportunities, develop pursuit strategies, and prioritize resource allocation across the active pipeline.

• Conduct discovery workshops and requirements elicitation sessions directly with client stakeholders (IT, Operations, Finance, Compliance, and C-suite).

• Develop client-facing solution decks, implementation roadmaps, and executive briefing materials that translate technical depth into business impact narratives.

• Lead and participate in RFP orals, solution demonstrations, and proof-of-concept presentations.

• Manage the transition of won deals to Delivery 6 authoring solution handover documents and participating in project kick-off to ensure continuity between presales commitments and delivery execution.

• Support market intelligence activities 6 tracking competitor positioning, win/loss analysis, and emerging client needs.

Basic Qualifications

Education

• Bachelor's degree in Computer Science, Information Systems, Business Administration, Actuarial Science, or related field. MBA or Master's degree preferred.

Experience

• 10 6 15 years of experience in Life & Annuity insurance, with a substantial portion in operational or TPA administration roles 6 not solely technology or consulting.

• Minimum 5 years in a presales, solution consulting, or solution architecture capacity supporting compl