Head of Go To Market/GBS/Insurance

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 clients—enabling 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

Pay

Salary Range is $200,000-$500,000 a year