Head of BFSI Solutions

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)