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.

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.

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.

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.

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.

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.

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.

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.

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.

Job description provided by EXL Service.
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