BFSI Solutions Lead: Packaged Offerings & GTM

About The Project (description, Duration, Stage)

Build and commercialize a portfolio of packaged BFSI solutions (Gen AI/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, Reg Tech & AI Governance, Collections, Payments Ops), create reference architectures (LLM/RAG, data governance, security, guardrails), and lead pre‑sales (workshops, RFP/RFI, So W, Po V→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 & Po V 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 Po Vs in pipeline.
• By 6 months: 4–6 offerings live (one‑pagers, decks, reference architectures, So W templates); influenced pipeline US$2–4M+; Po V→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, So W, estimates, Po V 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, So W, 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 Po V→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 Po V/Po C to production in regulated BFSI settings
• Working with hyperscalers/ISVs on joint GTM and marketplace offerings
• Public speaking/publishing record (nice to have)
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