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 highvalue 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 presales (workshops, RFP/RFI, SoW, PoVProd). Establish alliances with hyperscalers/ISVs and generate thought leadership.
Duration: Openended (practice build)
Stage: Start (01 offerings), then Scale (1N)
Objective
- Define and launch 68 packaged BFSI offerings with clear value props, pricing, and delivery playbooks.
- Win and accelerate deals by leading presales & PoV motions, improving conversion and cycle time.
- Establish strategic cloud/data partnerships and external credibility (cases, papers, talks).
KPI
- By 3 months: BFSI usecase map; 2 offering MVPs + demo assets; 2 active PoVs in pipeline.
- By 6 months: 46 offerings live (onepagers, decks, reference architectures, SoW templates); influenced pipeline US$24M+; PoVPilot conversion 50%.
- By 12 months: 68 offerings in production at clients; winrate 35%; average sales cycle reduced by 2030%; 23 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.
- Presales & deal shaping: discovery workshops, proposals/RFP/RFI, SoW, estimates, PoV leadership and success criteria.
- Alliances & GTM: build hyperscaler/ISV partnerships, cosell/comarketplace 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 (Csuite discovery, storytelling, objection handling)
- Presales 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 117/Model Risk, BCBS 239, MAS TRM
- Data governance, security, and responsible AI controls in regulated environments
- Modern delivery models for PoVPilotProduction and change management in BFSI
Experience
- 1015+ years in BFSI/consulting/SI, including 46+ years in Data/AI/Analytics/Cloud
- Demonstrated creation of commercial solutions (pricing, playbooks, assets) and leadership of presales to wins
- Handson 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)
