Head of GTM GBS Insurance

Head Of Go To Market, Insurance

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 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