Head of Go To Market/GBS/ Healthcare & Life Sciences

Job description

Head of GTM GBS Healthcare & Life Sciences (HCLS) (BPS / Shared Services / GBS.AI Transformation) 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 Healthcare and Life Sciences clients—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 in Healthcare & Life Sciences
• Develop and execute a strategic go-to-market plan aligned to industry priorities and TCS capabilities
• Build and expand a qualified 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 Clinical / Patient Experience leadership
• Engage as a strategic advisor, shaping transformation agendas at enterprise level

Solution & Value-Based Selling

• Sell integrated GBS / Shared Services, multi-tower transformation, including: Finance Transformation Revenue Cycle / Claims Operations Customer / Patient Operations Strategic Sourcing & Procurement Workforce / HRO Transformation
• Apply a consultative selling approach
• Diagnose client challenges Co-create transformation roadmaps Position AI-led operating models

End-to-End Deal Ownership

• Lead the entire sales lifecycle: Opportunity origination Qualification and shaping Solutioning and proposal development Contract negotiation and closure
• Define and execute win strategies for large deals Orchestration & Collaboration Orchestrate cross-functional teams across: Transformation domain leaders AI / Cognitive Ops specialists Delivery, pricing, and legal teams
• Navigate a matrixed organization to bring the best of TCS capabilities

Industry Thought Leadership

• Act as a domain SME and market voice in Healthcare / Life Sciences
• Stay current on: Regulatory changes AI adoption trends Industry transformation priorities Represent TCS in industry forums, client events, and advisory discussions What Success Looks Like Consistently originates and closes large, complex transformation deals
• Builds a robust, multi-year pipeline aligned to growth targets
• Establishes TCS as a strategic transformation partner
• Drives measurable outcomes: Revenue cycle improvement Patient experience enhancement Cost and compliance optimization

Must-Have Experience

• 15+ years in Healthcare / Life Sciences sales across consulting, outsourcing, or transformation services
• Proven track record of: Hunting and closing large deals (> $20M TCV) Selling complex, multi-tower transformation Deep understanding of: Revenue cycle / claims operations Patient services and engagement Regulatory and compliance-driven environments
• Strong existing relationships with CXO and GBS leadership What
• Sets You Apart
• Ability to sell end-to-end value chain transformation
• Strong executive presence and CXO-level storytelling
• Ability to connect AI-led transformation to real business metrics
• Strong commercial acumen and deal structuring capability

Why This Role @ TCS Lead AI-led transformation of global value chains Own and shape large, industry-defining transformation deals with measurable business outcomes Leverage TCS’s scale, platforms, and engineering depth (IT + AI + Ops + Platforms) Be part of a new CXO-led sales model for autonomous GBS Salary Range is $200,000-$500,000 a year #LI-NK1 </div