AVP - Solution Lead - BCM - BPO/BPS

Job description

**1.** **JOB PURPOSE & SUMMARY** This role requires a strategic and technically adept Solutions Lead to drive the design and delivery of winning solutions for RFPs, RFIs, and proposals, with a strong focus on the Banking & Capital Markets (BCM) industry and adjacent financial services verticals. The ideal candidate will combine deep domain expertise in BCM processes, regulatory frameworks, and industry dynamics with proficiency in digital technologies, AI/ML, automation, cloud platforms, and data-driven transformation to craft innovative, scalable, and client-centric BPM solutions. The role demands cross-functional collaboration with Sales, Delivery, Product, and Technology teams to architect end-to-end solutions, build compelling value propositions, and engage senior client stakeholders including CIOs and CTOs with clarity and executive presence. The individual will also contribute to building reusable solution assets, leveraging market intelligence for competitive positioning, and staying ahead of emerging technology and regulatory trends to strengthen EXL's solutioning capability and win rate in key BCM pursuits. **2.** **PRINCIPAL ACCOUNTABILITIES** - RFP & Proposal Leadership: Drive end-to-end solutioning for BPM-related RFPs, RFIs, and proposals across BCM and adjacent financial services verticals. - Cross-Functional Solution Design: Collaborate with Sales, Delivery, Product, and Technology teams to architect integrated solutions aligned with client goals and growth priorities. - Digital-First BPM Solutioning: Convert complex business requirements into digital-first BPM solutions leveraging automation, AI/ML, analytics, and cloud platforms. - Solution Architecture & Value Engineering: Build solution blueprints, architecture frameworks, and tailored value propositions addressing BCM-specific challenges risk, compliance, payments, lending, and capital markets operations. - Client Engagement & Storytelling: Present and defend solutions to internal and client stakeholders through orals, workshops, and demos with clarity and business impact. - Industry & Regulatory Acumen: Track BCM industry trends, regulatory shifts, and emerging technologies; support cost modeling, risk assessment, and transition planning for proposed solutions. - Reusable Assets & Accelerators: Build and refine reusable solution assets, delivery accelerators, and best-practice playbooks to strengthen solutioning capability and reduce turnaround time. - Market Insights & Competitive Intelligence: Leverage market intelligence to anticipate demand, shape Data & AI offerings, and sharpen EXL's competitive positioning in BCM pursuits. - Tech Savviness & Data & AI Proficiency: Engage CIOs/CTOs with compelling, context-driven articulation of EXL's Data & AI capabilities within the client's technology landscape. **3.** **SKILLS AND KNOWLEDGE** - Domain & Industry Expertise: Deep understanding of Banking & Capital Markets processes, systems, and regulatory/compliance landscape, with exposure to adjacent industries (e.g., Retail & CPG, financial services). - BPM & Technology Proficiency: Strong working knowledge of BPM platforms (e.g., Appian), AI/ML, RPA, data analytics, cloud ecosystems (AWS, Azure, GCP), and data platforms (Snowflake, Databricks). - RFP & Solutioning Experience: Proven track record in crafting responses for large, complex RFPs and client engagements, with experience working across global delivery and offshore models. - Communication & Executive Presence: Excellent presentation and stakeholder management skills with the ability to articulate complex Data & AI concepts with clarity and impact across all levels from ICs to C-suite. - Analytical & Creative Thinking: Strong analytical acumen combined with compelling storytelling skills to craft differentiated value propositions and drive creative, client-specific solutions. - Customer-First & Commercial Acumen: Customer-centric mindset with strong commercial judgment, long-term relationship orientation, and the ability to translate client needs into high-impact outcomes. - Ownership & Execution Intensity: High accountability and execution drive in ambiguous, high-stakes environments to bring order to complexity. - Collaboration & Orchestration: Naturally collaborative with the ability to operate effectively across matrixed, global teams — delivering integrated, end-to-end solutions with clarity and decisiveness. - Curiosity & Market Awareness: Passion for emerging technologies (Data, AI, Cloud, Digital) with a proactive approach to staying ahead of enterprise trends and translating them into client-relevant solutions. **4.** **Educational Qualifications & Relevant years of Experience** **Required** - Bachelor’s degree in Business, Economics, Engineering, Technology, or a related discipline. **Preferred (but not mandatory)** - Master’s degree (MBA or equivalent) from a reputed institution, with a focus on Strategy, Marketing, Finance, or General Management. - 10+ years of experience in digital transformation, or solution architecture roles particularly in BCM industry and other related services industries.