Work Location- Remote- United States
US Salary Range- $140K-160K
https://www.exlservice.com/us-careers-and-benefits
[https://www.exlservice.com/us-careers-and-benefits]
Unlike a support or documentation role, this position drives the development of
winning strategies for complex RFI/RFP responses, architects operationally
grounded TPA and L&A solutions, and leads estimation governance for
multi-million-dollar engagements. The incumbent acts as the primary
client-facing solution authority during orals, discovery sessions, and executive
briefings, and collaborates tightly with Sales, Delivery, Product, and SME teams
to ensure every proposal reflects EXL's delivery capability and competitive
differentiation.
The ideal candidate brings deep operational fluency in L&A insurance and TPA
administration — not just platform knowledge — combined with a proven track
record in presales solutioning, estimation discipline, and executive-level
storytelling.
RESPONSIBILITIES
Key Responsibilities
1. RFI / RFP Response Leadership
Own end-to-end response strategy for complex L&A and TPA RFI/RFPs, acting as
the primary solution author and quality gatekeeper.
Lead intake and structured decomposition of RFI/RFP documents — extracting
functional, technical, operational, conversion, integration, compliance, and
regulatory requirements.
Facilitate internal solutioning sessions with SMEs, delivery leads, product
managers, and technology architects to develop cohesive, defensible response
strategies.
Craft win themes, differentiators, and executive summaries that articulate
EXL's unique value proposition in L&A platform services and TPA operations.
Develop and maintain a curated proposal content library (reusable narratives,
capability matrices, past-performance references, compliance exhibits) to
accelerate future pursuits.
Lead proposal review cycles and drive iterative revisions through final
submission.
Represent the solution during oral presentations, client Q&A sessions, and
Best-and-Final-Offer (BAFO) negotiations.
2. Solution Architecture & Design
Architect end-to-end target operating model (TOM) designs for L&A policy
administration implementations, platform conversions, and managed TPA
services.
Define solution scope boundaries, phasing strategies, integration
architecture, data migration approach, hosting models ( SaaS, hybrid), and
governance frameworks.
Model current-state and future-state operating models, identifying process
re-engineering opportunities that strengthen the EXL value narrative.
Lead technical due-diligence workshops with prospective clients — mapping
client requirements to EXL platform capabilities (LifePRO, LDS, Portal).
Develop architecture decision records (ADRs) and solution blueprints that
serve as the contractual foundation for delivery teams.
Ensure solution designs comply with NAIC model regulations, state insurance
codes, SOX, and relevant data-privacy frameworks (CCPA, HIPAA).
3. TPA & L&A Operations Domain Expertise
Apply hands-on operational knowledge of TPA administration services
including:
Policy lifecycle management — New Business, Underwriting, Issuance,
In-Force Servicing, Lapse/Reinstatement
Claims adjudication workflows — Life, AD&D, Disability, Pre-Need and
MedSupp,Annuity surrender/death benefit
Billing, premium accounting, and agent/broker commission processing
Reinsurance administration and treaty management
Regulatory filing support and state compliance monitoring
Structure TPA service models (full TPA, co-sourcing, partial BPO) in
proposals with clear RACI, SLA frameworks, and performance metric
definitions.
Translate operational complexity into solution constructs that resonate with
both insurance operations leaders and C-suite buyers.
Advise on workforce optimization, automation opportunity identification (RPA,
AI/ML-assisted adjudication), and operational transformation roadmaps as part
of TPA solution value propositions.
Stay current on industry trends — InsurTech disruption, embedded insurance,
direct-to-consumer L&A distribution, and regulatory changes — incorporating
relevant insights into solution narratives.
4. Estimation Governance & Pricing Strategy
Own estimation governance for all L&A and TPA platform pursuits —
establishing estimation standards, templates, and calibration benchmarks
aligned to EXL's delivery methodology.
Lead multi-disciplinary estimation workshops with Delivery, Technology,
Conversion, Testing, and Operations SMEs to build bottoms-up effort models.
Develop and continuously refine ROM (Rough Order of Magnitude), Detailed
Estimate, and Fixed-Price models for implementations, conversions, and
managed service engagements.
Maintain an estimation intelligence database — cataloging actuals vs.
estimates from closed deals to drive continuous calibration and reduce
estimation variance.
Define pricing strategy options (T&M, Fixed-Price, Outcome-Based, Gain-Share)
in partnership with Finance and Sales leadership, with supporting rationale
and risk overlays.
Model commercial scenarios and sensitivity analyses (scope change, risk
reserves, volume assumptions) to inform pricing decisions and contract
structures.
Ensure all estimates are accompanied by a documented assumptions register and
risk log, enabling transparent scope defense during negotiations.
Coach and mentor junior architects and analysts in estimation discipline and
structured assumption documentation.
5. Presales Leadership & Client Engagement
Partner with Sales and Account leadership to qualify opportunities, develop
pursuit strategies, and prioritize resource allocation across the active
pipeline.
Conduct discovery workshops and requirements elicitation sessions directly
with client stakeholders (IT, Operations, Finance, Compliance, and C-suite).
Develop client-facing solution decks, implementation roadmaps, and executive
briefing materials that translate technical depth into business impact
narratives.
Lead and participate in RFP orals, solution demonstrations, and
proof-of-concept presentations.
Manage the transition of won deals to Delivery — authoring solution handover
documents and participating in project kick-off to ensure continuity between
presales commitments and delivery execution.
Support market intelligence activities — tracking competitor positioning,
win/loss analysis, and emerging client needs.
QUALIFICATIONS
Basic Qualifications
Education
Bachelor's degree in Computer Science, Information Systems, Business
Administration, Actuarial Science, or related field. MBA or Master's degree
preferred.
Experience
10 – 15 years of experience in Life & Annuity insurance, with a substantial
portion in operational or TPA administration roles — not solely technology or
consulting.
Minimum 5 years in a presales, solution consulting, or solution architecture
capacity supporting complex RFI/RFP responses and client-facing solution
design.
Proven track record leading estimation for multi-million-dollar L&A platform
implementations, conversions, or TPA managed-service engagements.
Deep domain expertise across the full L&A product spectrum: Term Life,
Universal Life, Whole Life, Variable Life, Fixed/Variable Annuities, Indexed
Annuities, Group Life, Disability, and Long-Term Care.
Hands-on experience with at least one major L&A policy administration
platform: LifePRO, FAST, ALIP, DXC VANTAGE, Oracle Insurance, or equivalent.
Strong command of TPA operating models, SLA design, operational governance,
and performance management frameworks.
Experience authoring and winning competitive RFI/RFP responses in the
insurance BPO/BPaaS or platform services market.
Technical & Analytical Skills
Advanced proficiency in Microsoft Excel (complex estimation models, scenario
analysis, sensitivity tables), PowerPoint (executive storytelling), process
and architecture diagrams, and Word.
Familiarity with integration architecture concepts: REST/SOAP APIs, ETL
pipelines, data migration strategies, middleware, and microservices in an
insurance context.
Understanding of cloud hosting and SaaS delivery models relevant to insurance
platforms (AWS, Azure, GCP).
Exposure to automation and AI/ML applications in insurance operations (RPA,
intelligent document processing, predictive underwriting, claims triage).
Data literacy: ability to interpret actuarial summaries, operational KPI
reports, and financial models to inform solution and pricing decisions.
Regulatory & Compliance Knowledge
Working knowledge of NAIC model regulations, state-level insurance code
variations, and insurance regulatory filing processes.
Familiarity with SOX controls relevant to insurance financial reporting,
CCPA, and HIPAA data-privacy obligations in an insurance context.
Preferred Qualifications
LOMA FLMI, FLHC, or ACS designation (or equivalent industry certification).
Prior experience with EXL's platform solutions portfolio or BPO service
lines.
Experience in Agile and hybrid delivery environments supporting large-scale
policy administration implementations.
Background in reinsurance administration, group benefits, or worksite
voluntary benefits adds meaningful breadth.
Prior P&L accountability or commercial ownership in a presales or practice
leadership role.
The posted base salary range is the hiring base salary range for this role.
Final offers are based on several factors, including: the candidate's skills and
experience, internal pay equity, work location, market conditions for the role,
and the specific scope and responsibilities of the position.