Head Of Gtm Gbs Insurance

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

Job summary

Tata Consultancy Services Limited in Edison, NJ seeks a Head of Go To Market, Insurance to drive AI-led, end-to-end GBS transformation programs and source large, multi-year deals. You will lead market creation, CXO engagement, and consultative selling to position TCS as a strategic transformation partner.

The role demands deep BFS sales expertise, a track record of closing $20M+ deals, and the ability to shape winning go-to-market strategies in the insurance domain.

Qualifications

• 15+ years in BFS sales across consulting, outsourcing, or transformation services.
• Proven ability to hunt and close large, complex deals.
• Experience managing multi-stakeholder enterprise sales cycles.
• Deep understanding of lending, payments, and risk & compliance operations.

Responsibilities

• Originate and close large transformation deals and build a robust pipeline.
• Lead Go-To-Market strategy and industry-aligned programs for Insurance.
• Engage CXO stakeholders (CFO, COO, CHRO, CMO) to secure opportunities.
• Coordinate cross-functional teams across AI, operations, pricing, and legal.

Job description

Head of Go To Market, Insurance

(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 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.

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: Edison, NJ

Function: MARKETING AND SALES

Role: Business Development Manager

Salary Range: $240,000 - $275,000