Head of BFSI Solutions

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)