Head of GTM GBS Insurance

About 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), and 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, and 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, and CXO-level engagement.
• Be part of building a next-generation sales model for GBS.

Pay

$240,000–$275,000 a year + Sales Incentive