Head of GTM GBS Healthcare & Life Sciences
(HCLS)
(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 Healthcare and Life Sciences clients-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 in Healthcare & Life Sciences
Develop and execute a strategic go-to-market plan aligned to industry priorities and TCS capabilities
Build and expand a qualified 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
Clinical / Patient Experience leadership
Engage as a strategic advisor, shaping transformation agendas at enterprise level
Solution & Value-Based Selling
Sell integrated GBS / Shared Services, multi-tower transformation, including:
Finance Transformation
Revenue Cycle / Claims Operations
Customer / Patient Operations
Strategic Sourcing & Procurement
Workforce / HRO Transformation
Apply a consultative selling approach
Diagnose client challenges
Co-create transformation roadmaps
Position AI-led operating models
End-to-End Deal Ownership
Lead the entire sales lifecycle:
Opportunity origination
Qualification and shaping
Solutioning and proposal development
Contract negotiation and closure
Define and execute win strategies for large deals
Orchestration & Collaboration
Orchestrate cross-functional teams across:
Transformation domain leaders
AI / Cognitive Ops specialists
Delivery, pricing, and legal teams
Navigate a matrixed organization to bring the best of TCS capabilities
Industry Thought Leadership
Act as a domain SME and market voice in Healthcare / Life Sciences
Stay current on:
Regulatory changes
AI adoption trends
Industry transformation priorities
Represent TCS in industry forums, client events, and advisory discussions
What Success Looks Like
Consistently originates and closes large, complex transformation deals
Builds a robust, multi-year pipeline aligned to growth targets
Establishes TCS as a strategic transformation partner
Drives measurable outcomes:
Revenue cycle improvement
Patient experience enhancement
Cost and compliance optimization
Must-Have Experience
15+ years in Healthcare / Life Sciences sales across consulting, outsourcing, or transformation services
Proven track record of:
Hunting and closing large deals (>$20M TCV)
Selling complex, multi-tower transformation
Deep understanding of:
Revenue cycle / claims operations
Patient services and engagement
Regulatory and compliance-driven environments
Strong existing relationships with CXO and GBS leadership
What Sets You Apart
Why This Role @ TCS
Lead AI-led transformation of global value chains
Own and shape large, industry-defining transformation deals with measurable business outcomes
Leverage TCS's scale, platforms, and engineering depth (IT + AI + Ops + Platforms)
Be part of a new CXO-led sales model for autonomous GBS
Salary Range is $200,000-$500,000 a year
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