Head of Go To Market/GBS/Insurance

Job description

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 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 acr oss 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 Salary Range is $200,000-$500,000 a year #LI-NK1 </p