Head of GTM GBS Insurance Job Edison area,New Jersey USA,Sales

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