Head of GTM GBS Insurance

Head Of Go To Market/GBS/Insurance

Drive new business creation and large deal sales for AI-led, end-to-end GBS/Shared Services transformation programs across Insurance clientsenabling intelligent, efficient, and customer-centric operating models across the insurance value chain.

Business Development & Pipeline Creation

Act as a market maker/ Go-To-Market leader, originating demand and building a pipeline of large transformation deals across Insurance segments (Life, P&C, Specialty)

Develop and execute industry-specific sales strategies aligned to growth priorities

CXO Engagement & Relationship Ownership

Build and maintain deep relationships with senior stakeholders, including: COO, CFO, CHRO, Head of GBS/Shared Services, Head of Claims, Head of Underwriting, Chief Customer Officer (CCO)

Consultative & Value-Based Selling

Sell integrated GBS/Shared Services, multi-tower transformation, including: Policy administration operations Claims operations and adjudication Finance and actuarial support Customer servicing and distribution

Strategic Sourcing & Procurement Workforce/HRO Transformation

Apply a consultative selling approach: Diagnose business and operational challenges Shape transformation strategies Align solutions to measurable business outcomes

End-to-End Deal Leadership

Own the full sales cycle Opportunity creation Qualification and shaping Proposal development Commercial negotiation and closure Lead large, complex, multi-year deal pursuits

Cross-Functional Orchestration

Collaborate across: Transformation domain leaders AI/analytics specialists Delivery and solutioning teams Bring together integrated TCS capabilities into a unified client value proposition

Industry & Market Leadership

Act as a thought leader in insurance operations transformation. Claims transformation trends AI in underwriting and fraud detection Customer experience evolution Represent TCS in industry forums and client advisory engagements

What Success Looks Like

Wins large, multi-tower insurance transformation deals (> $20M+ TCV) Builds a strong pipeline aligned to revenue and growth targets Establishes trusted advisor relationships across COO, Claims, CHRO, and GBS leadership Reduced claims leakage Improved loss ratios Faster claims turnaround Enhanced customer experience

Must-Have Experience

15+ years in Insurance sales across consulting, outsourcing, or transformation services Hunting and closing large deals Managing complex enterprise sales cycles Deep understanding of: Claims lifecycle and adjudication Policy administration Underwriting support Strong relationships with CXO and GBS/Shared Services leadership

What Sets You Apart

Ability to sell end-to-end insurance value chain transformation. Strong CXO storytelling across COO, CFO, CHRO, and Claims leadership. Ability to connect AI-led transformation to core insurance metrics. Strong commercial acumen and deal structuring capability

Why This Role @ TCS

Lead AI-led transformation of insurance operations at scale, Leverage TCS's domain depth, platforms, and AI capabilities, Work at the intersection of: AI-led operations, Insurance transformation, Workforce and experience transformation, CXO-level engagement, be part of a new CXO-led sales model for autonomous GBS. Be part of building a next-generation sales model for GBS

Salary Range: $240,000-$275,000 a year + Sales Incentive