Head of BFSI Solutions

Job description

ABOUT THE PROJECT (DESCRIPTION, DURATION, STAGE) Build and commercialize a portfolio of packaged BFSI solutions (GenAI/ML/Cloud) to accelerate sales and simplify delivery. Scope: prioritize high‑value use cases (KYC/AML, Fraud, Document AI for underwriting/claims/credit files, Customer Intelligence & RM copilot, RegTech & AI Governance, Collections, Payments Ops), create reference architectures (LLM/RAG, data governance, security, guardrails), and lead pre‑sales (workshops, RFP/RFI, SoW, PoV→Prod). Establish alliances with hyperscalers/ISVs and generate thought leadership. Duration: Open‑ended (practice build) Stage: Start (0→1 offerings), then Scale (1→N) OBJECTIVE - Define and launch 6–8 packaged BFSI offerings with clear value props, pricing, and delivery playbooks. - Win and accelerate deals by leading pre‑sales & PoV motions, improving conversion and cycle time. - Establish strategic cloud/data partnerships and external credibility (cases, papers, talks). KPI - By 3 months: BFSI use‑case map; 2 offering MVPs + demo assets; ≥2 active PoVs in pipeline. - By 6 months: 4–6 offerings live (one‑pagers, decks, reference architectures, SoW templates); influenced pipeline US$2–4M+; PoV→Pilot conversion ≥ 50%. - By 12 months: 6–8 offerings in production at clients; win‑rate ≥ 35%; average sales cycle reduced by 20–30%; 2–3 public case studies. AREAS OF RESPONSIBILITY - Offering creation & packaging: prioritize use cases; craft value prop, pricing (fixed + variable), ROI/TCO calculators, delivery playbooks. - Architecture leadership: reference designs for LLM/RAG, data governance, security/guardrails, MLOps on AWS/Azure/GCP with Databricks/Snowflake. - Pre‑sales & deal shaping: discovery workshops, proposals/RFP/RFI, SoW, estimates, PoV leadership and success criteria. - Alliances & GTM: build hyperscaler/ISV partnerships, co‑sell/co‑marketplace motions, enable Sales/Marketing with assets and narratives. - Thought leadership: whitepapers, webinars, talks; nurture analyst/PR opportunities. SKILLS - Solution design & packaging for enterprise BFSI - Executive facilitation (C‑suite discovery, storytelling, objection handling) - Pre‑sales excellence (RFP/RFI, SoW, estimating, deal economics) - Financial modeling (ROI/TCO), pricing strategy - AI/ML/LLM literacy (RAG/guardrails), data platforms & integration patterns - Cloud fluency: AWS/Azure/GCP; data stacks Databricks/Snowflake - Stakeholder management across Sales/Delivery/Legal/Partners KNOWLEDGE - Core BFSI domains: Retail/Corporate Banking, Payments, Insurance, Capital Markets - Regulations & risk: KYC/AML, GDPR, DORA, EU AI Act, PCI DSS, ISO 27001/SOC 2, SR 11‑7/Model Risk, BCBS 239, MAS TRM - Data governance, security, and responsible AI controls in regulated environments - Modern delivery models for PoV→Pilot→Production and change management in BFSI EXPERIENCE - 10–15+ years in BFSI/consulting/SI, including 4–6+ years in Data/AI/Analytics/Cloud - Demonstrated creation of commercial solutions (pricing, playbooks, assets) and leadership of pre‑sales to wins - Hands‑on leading PoV/PoC to production in regulated BFSI settings - Working with hyperscalers/ISVs on joint GTM and marketplace offerings - Public speaking/publishing record (nice to have)