Head of GTM GBS Insurance

Head of Go To Market, Insurance 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. 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 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 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 TCS’s 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 #J-18808-Ljbffr Tata Consultancy Services