About this role
KEY RESPONSIBILITIES
Team Leadership & Practice Building
• Lead, mentor, and grow the BCM Solutioning team (Solution Architects / AVPs / Sr. AVPs), fostering a culture of excellence, innovation, and continuous learning. • Define and govern the solutioning methodology, quality standards, and best practices across the BCM vertical. • Drive capability development within the team—covering AI/GenAI, digital, analytics, automation, and domain-specific frameworks for BFSI. • Establish knowledge repositories, reusable assets, and accelerators to improve solutioning speed and win rates.
Pre-Sales & Business Development
• Personally lead strategic, high-value RFPs and pitches across Retail Banking, Commercial & Institutional Banking, Wealth & Asset Management, and Capital Markets. • Craft compelling, differentiated narratives and value propositions that resonate with C-suite and senior client stakeholders. • Partner closely with Sales and Business Unit leadership to qualify opportunities, shape deals early, and build win strategies. • Drive pipeline reviews, solution win/loss analysis, and competitive intelligence to sharpen the BCM go-to-market strategy.
Solution Design & Architecture
• Translate complex client requirements into holistic solution constructs encompassing operating model design, digital & AI enablement, workforce strategy, location strategy, analytics, and transformation roadmaps. • Architect end-to-end solutions spanning Customer Experience & Originations, Servicing, Financial Crime & Compliance, Risk Management, and Enterprise Operations. • Develop commercially robust commercials, pricing models, and TCO / ROI frameworks to support deal negotiations. • Integrate emerging technology paradigms—Applied AI, Generative AI, Agentic AI, Intelligent Automation, Cloud, and Data Platforms—into solution designs.
Client Engagement & Executive Relationships
• Serve as a trusted advisor to client executives during solutioning, due-diligence, and transformation workshop engagements. • Lead and facilitate client discovery sessions, solution workshops, and co-creation engagements. • Ensure seamless solution-to-delivery transition by collaborating with delivery leadership, technology, and domain SMEs.
Thought Leadership & Market Presence
• Author white papers, point-of-view documents, case studies, and thought leadership content across BCM themes. • Track and synthesise emerging regulatory, macroeconomic, and technology trends shaping the global banking and capital markets landscape. • Collaborate with Partnerships & Alliances teams to develop and leverage ecosystem relationships with FinTech, platform, and technology partners.
REQUIRED EXPERIENCE & QUALIFICATIONS
Domain & Industry Expertise
• 15+ years of progressive experience in Banking & Capital Markets, with deep expertise across Retail Banking, Commercial & Institutional Banking, Wealth Management, and/or Capital Markets. • Extensive hands-on experience in Capability Development, Solution Architecting, and Business Transformation within BFSI. • Strong understanding of BFSI processes across: Customer Experience & Originations, Servicing, Financial Crime & Compliance (AML, KYC, Fraud), Credit & Market Risk, and Enterprise Operations. • Demonstrated knowledge of Life & Annuity, Property & Casualty, and Retirements domains is a strong plus.
Technology & Transformation Expertise
• Deep expertise in Applied AI, Generative AI, and Agentic AI—including practical delivery experience in a banking context. • Proven experience with Digital Transformation, Intelligent Automation (RPA/IPA), Cloud Migrations, and Data & Advanced Analytics programmes. • Familiarity with Target Operating Model (TOM) design, Lean Six Sigma, Business Process Re-engineering (BPR), and new capability build frameworks. • Experience with core banking / capital markets technology platforms (e.g., Finacle, Temenos, Murex, Bloomberg, FIS, Finastra) is advantageous.
Pre-Sales & Solutioning Track Record
• Minimum 8–10 years in a pre-sales, solutioning, or consulting role with direct accountability for deal wins across outsourcing, digital transformation, or managed services. • Demonstrated success managing and winning large, complex, multi-tower RFPs and strategic pursuits in the BCM space. • Strong commercial acumen—experience building pricing models, commercial constructs, and gain-share / outcome-based frameworks.
Leadership & Communication
• Proven experience leading and scaling high-performing solutioning or consulting teams. • Outstanding executive communication, storytelling, and presentation skills—ability to inspire confidence at CXO level. • Strong negotiation and stakeholder management capabilities across internal and external audiences. • Bachelor's or Master's degree in Computer Science, Engineering, Business Administration, or a related field; MBA preferred.