Head of Go To Market/GBS/Insurance

Head of Go To Market/GBS/Insurance
(BPS / Shared Services / GBS.AI Transformation)

Purpose of the Role
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 acr oss 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 TCSs 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
Salary Range is $200,000-$500,000 a year
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