Head of GTM GBS Insurance

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

Job summary

Tata Consultancy Services is seeking a Head of Go To Market in Insurance to drive new business creation and large deal sales for AI-led, end-to-end GBS/Shared Services transformation programs. You will position TCS as a partner for enterprise-scale operating model transformation and own the end-to-end deal lifecycle.

Lead market creation, build executive relationships with CFO/COO/CHRO/GBS leaders, and shape multi-year transformation roadmaps across Finance, Risk, and Customer Operations.

Qualifications

• 15+ years in BFS sales across consulting, outsourcing, or transformation services.

Responsibilities

• Originate new opportunities and build demand across Insurance.
• Develop and execute industry-aligned go-to-market strategies.
• Build and manage a robust pipeline of large, multi-year transformation deals.
• Sell integrated GBS/Shared Services and multi-tower transformation.
• Own end-to-end deal ownership from identification to closure.

Skills

Hunting & closing deals

CXO relationship building

Sales leadership

Job description

Head of Go To Market, Insurance

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.

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

• 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

• 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