Head Of Gtm Gbs Banking & Financial Services

Tata Consultancy Services; Chicago (IL); On-site; USD 240,000 - 275,000; Full time

Job summary

Tata Consultancy Services Limited is seeking a Head of Go To Market for BFS in Chicago to lead new business development and multi-year transformation deals across Banking & Financial Services. You will engage CXOs, shape value-based solutions, and drive end-to-end deal ownership, including governance with cross-functional teams.

Ideal candidates bring 15+ years of BFS sales experience, a track record of closing large deals, and deep domain knowledge in lending, payments, and risk/compliance.

Qualifications

• 15+ years in BFS sales across consulting, outsourcing, or transformation services.
• Proven hunting and closing of large, complex enterprise deals.
• Deep understanding of lending, payments, risk & compliance, and customer servicing.

Responsibilities

• Originate and close large transformation deals of $20M+ TCV.
• Build and manage multi-year, high-quality pipelines.
• Represent TCS at CXO level and industry events.
• Drive revenue uplift and customer experience improvements.

Skills

Sales

Job description

Head of Go To Market, Banking & Financial Services (BFS)

(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 Banking & Financial Services 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 across Banking & Financial Services. 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

Location

Chicago, IL

Function

MARKETING AND SALES

Role

Head

ID

434654

Skills

Sales

Salary Range

$240,000 - $275,000