Head of GTM GBS Banking & Financial Services

Tata Consultancy Services; New York (NY); On-site; USD 240,000 - 275,000; Full time

Job summary

Tata Consultancy Services seeks a Head of Go To Market for Banking & Financial Services to drive new business creation and large, multi-year transformation deals. The role requires strong CXO relationships, executive presence, and a proven record of closing complex BFS engagements.

Lead market creation, consultative selling, and end-to-end deal ownership across global teams, delivering AI-led, enterprise-scale operating model transformations.

Qualifications

• Must have 15+ years in BFS sales across consulting, outsourcing, or transformation services.
• Proven track record of hunting and closing large, complex enterprise deals.
• Strong CXO-level relationships and ability to shape executive discussions.

Responsibilities

• Originating new opportunities and building demand across BFS and financial services clients.
• Own end-to-end deal lifecycle from qualification to closure and negotiation.
• Engage C-suite stakeholders and position TCS as transformation partner.
• Lead cross-functional teams to craft and articulate value-based outcomes.

Skills

Executive presence

CXO storytelling

Deal closing

Hunting large deals

Stakeholder management

Demand generation

BFS domain knowledge

Entrepreneurial mindset

Job description

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 trendsIndustry 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