Head of Go To Market/GBS/Insurance
Tata Consultancy Services
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.
Key Responsibilities
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)
Position TCS as a trusted advisor for enterprise transformation
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
Stay current on:
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
Drives measurable outcomes:
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
Proven success in:
Hunting and closing large deals
Managing complex enterprise sales cycles
Deep understanding of:
Claims lifecycle and adjudication
Policy administration
Underwriting support
Customer servicing
Strong relationships with CXO and GBS / Shared Services leadership
What Sets You Apart
Ability to sell end-to-end insurance value chain transformation
(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.
Key Responsibilities
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)
Position TCS as a trusted advisor for enterprise transformation
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
Stay current on:
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
Drives measurable outcomes:
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
Proven success in:
Hunting and closing large deals
Managing complex enterprise sales cycles
Deep understanding of:
Claims lifecycle and adjudication
Policy administration
Underwriting support
Customer servicing
Strong relationships with CXO and GBS / Shared Services leadership
What Sets You Apart
Ability to sell end-to-end insurance value chain transformation
Vacancy posted 12 hours ago
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