About this role
Solution Design & Architecture
• Own end-to-end solution design for BCM opportunities—translating client requirements into structured, commercially viable solution constructs. • Develop detailed solution blueprints encompassing operating model, technology stack, AI/GenAI enablers, workforce model, location strategy, and transformation roadmap. • Architect solutions across key BCM domains: Customer Experience & Originations, Loan Servicing, Financial Crime & Compliance, Risk & Regulatory, and Enterprise Operations. • Integrate Applied AI, Generative AI, Agentic frameworks, Intelligent Automation, and Advanced Analytics into solution designs that deliver measurable client outcomes. • Develop TCO models, ROI / business case frameworks, and pricing constructs in partnership with the commercial team.
Pre-Sales & RFP Execution
• Drive end-to-end RFP response development—from requirement analysis and solution architecture through to proposal writing and commercial packaging. • Craft compelling, client-specific pitch decks, solution narratives, and executive presentations that clearly articulate EXL's differentiated value. • Participate in and co-lead client discovery sessions, solution workshops, orals, and due-diligence engagements. • Ensure response quality, consistency, and alignment with win themes across all deliverables. • Manage tight pursuit timelines, coordinating inputs from SMEs, delivery leads, technology, and practice teams.
Cross-functional Collaboration
• Work closely with the BCM Solution Head, BCM Sales, Delivery, Technology, and Centre of Excellence teams to build integrated solution offerings. • Collaborate with Partnership & Alliances teams to incorporate relevant FinTech and platform partner capabilities into solutions. • Support capability development by contributing to reusable solution assets, templates, pricing models, and proposal libraries. • Engage with domain SMEs and delivery practitioners to validate solution feasibility and ensure deliverability commitments.
Market & Client Intelligence
• Monitor BFSI industry trends, regulatory developments, and competitive dynamics to inform solution positioning and innovation. • Analyse competitor offerings and benchmark EXL's BCM solutions against market alternatives. • Capture and institutionalise win/loss learnings to continuously improve solution quality and win rates.
REQUIRED EXPERIENCE & QUALIFICATIONS
Domain & Industry Experience
• 8–12 years of experience in Banking & Capital Markets, with hands-on solutioning, consulting, or transformation delivery exposure. • Strong domain knowledge across Retail Banking, Commercial Banking, Wealth Management, and/or Capital Markets operations. • Working knowledge of key BFSI process areas: Originations & Servicing, Financial Crime & Compliance (AML/KYC/Fraud), Credit Risk, Market & Operational Risk, and Enterprise Operations. • Exposure to Life & Annuity, Property & Casualty, or Retirements domains is an added advantage.
Technology & Solutioning Skills
• Hands-on experience designing solutions leveraging AI/ML, Generative AI, and Agentic AI in a banking or financial services context. • Proven capability in Digital Transformation, Intelligent Automation (RPA/IPA/BPA), Cloud Enablement, and Data & Analytics platforms. • Experience with TOM design, Business Process Re-engineering (BPR), and Lean Six Sigma methodologies. • Ability to develop commercially robust pricing models and outcome-based commercial constructs. • Familiarity with core banking / capital markets technology platforms is a plus.
Pre-Sales & Communication Skills
• Minimum 4–6 years of direct pre-sales, solutioning, or consulting experience with measurable contribution to deal wins. • Demonstrated ability to develop high-quality RFP responses, solution proposals, and executive presentations independently. • Exceptional written and verbal communication skills—ability to structure complex ideas into clear, persuasive narratives. • Experience facilitating client workshops, oral presentations, and stakeholder discussions. • Strong attention to detail and ability to manage multiple concurrent pursuits under tight deadlines.
Education & Certifications
• Bachelor's or Master's degree in Computer Science, Engineering, Business Administration, or a related field. • Certifications in AI/ML, Cloud (AWS / Azure / GCP), Lean Six Sigma (Green Belt or above), or TOGAF are advantageous.