Head of Go To Market, Insurance
(BPS / Shared Services / GBS.AI Transformation)
Purpose of the Role
Own and drive new business creation and large deal sales for AI-led, end-to-end GBS / Shared Services transformation programs across Insurance positioning TCS as a partner for enterprise-scale, outcome-driven operating model transformation.
Key Responsibilities
Business Development & Market Creation
Act as a market maker/ Go-To-Market leader, originating new opportunities and building demand across Insurance Develop and execute industry-aligned go-to-market strategies. Build and manage a robust pipeline of large, multi-year transformation deals.
CXO Engagement & Relationship Ownership
Build and maintain trusted relationships with C-suite stakeholders, including:
CFO, COO, CHRO
Head of GBS / Shared Services
Chief Risk Officer (CRO)
Chief Customer Officer (CCO)
Position TCS as a strategic advisor for enterprise transformation initiatives
Consultative & Value-Based Selling
Sell integrated GBS / Shared Services, multi-tower transformation, including:
Finance Transformation
Risk & Compliance Operations
Customer Operations / Contact Center Transformation
Payments, lending, and servicing operations
Strategic Sourcing & Procurement
Workforce / HRO Transformation
Apply a consultative selling approach:
Diagnose client challenges
Co-create transformation roadmaps
Align solutions to business outcomes
End-to-End Deal Ownership
Own the complete sales lifecycle:
Opportunity identification and qualification
Deal shaping and solutioning
Proposal development
Commercial structuring and negotiations closure
Define and execute win strategies for large, complex deals
Cross-Functional Orchestration
Orchestrate global, cross-functional teams across:
Transformation domain leaders
AI / Cognitive Ops specialists
Delivery, pricing, and legal teams
Navigate a matrixed organization to bring integrated TCS capabilities to clients
Industry Thought Leadership
Act as a domain expert and market voice in BFS
Stay current on:
Regulatory changes
Digital banking and AI trends
Industry transformation priorities
Represent TCS in client forums, advisory discussions, and industry events
What Success Looks Like
Consistently originates and closes large transformation deals ($20M+ TCV)
Builds a high-quality, multi-year pipeline aligned to growth targets
Establishes TCS as a trusted transformation partner at CXO level
Drives measurable outcomes:
Cost-to-serve reduction
Risk and compliance efficiency
Customer experience improvement
Revenue and conversion uplift
Must-Have Experience
15+ years in BFS sales across consulting, outsourcing, or transformation services
Proven track record of:
Hunting and closing large, complex deals
Managing multi-stakeholder enterprise sales cycles
Deep understanding of:
Lending / loan operations
Payments and transaction processing
Risk & compliance operations
Customer servicing
Strong relationships with CXO and GBS / Shared Services leadership
What Sets You Apart
Ability to sell future operating models, not just services
Strong executive presence and CXO-level storytelling
Ability to connect AI-led transformation to business outcomes
Entrepreneurial mindset with ability to create demand and shape deals
Why This Role @ TCS
Sell AI-led autonomous operations, not traditional outsourcing
Leverage TCSs full-stack differentiation (IT + AI + Ops + Platforms)
Own and shape large, industry-defining transformation deals
Work at the intersection of:
AI-led operations
Banking transformation
Workforce and experience transformation
CXO-level engagement
Be part of building a next-generation sales model for GBS
Salary Range: $240,000-$275,000 a year + Sales Incentive
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