Description:
- Cultivate and deepen mutually valuable relationships with key contacts across your assigned BFSI portfolio.
- Collaborate with Industry & Category General Managers, Practice Leaders, and Delivery teams to drive solution-led discussions with clients.
- Maintain excellent CRM (SFDC) hygiene, including but not limited to opportunities, contact records, buying centers, and org charts.
- Develop & execute on account strategies for your assigned client portfolio.
- Work closely with Enterprise Sales Executives on identifying & executing across various areas for account expansion.
- Partner with cross-functional teams to maintain Toptal’s standards for delivering world-class client experiences.
- Onboard and integrate into Toptal.
- Learn Toptal’s model and our value proposition.
- Learn our sales method and our selling process.
- Come up to speed on your account portfolio and get into an operating rhythm with key client stakeholders and internal account team members.
- Work with your Sales Director to establish a portfolio strategy and build account plans.
- Become a trusted advisor to your existing client stakeholders, engaging in consultative selling by leveraging technical and business expertise and asking insightful questions.
- Quarterback prospecting, closing, and managing activities on your accounts, from staffing projects to drafting SOWs to providing delivery oversight and ensuring client satisfaction, all while exercising discretion and independent judgment.
- Provide consultation or advice to management on policies and procedures, while exercising discretion and independent judgment.
- Establish relationships with existing delivery team members to monitor progress and align on client objectives.
- Broaden and deepen your buyer map, articulating Toptal’s capabilities and identifying where we can help new client stakeholders based on the strategy outlined in your account portfolio plan.
- Take Toptal’s presence on your accounts to the next level by introducing new capabilities and winning work away from established competitors.
- Provide advice and support for the planning of long-term or short-term business objectives or initiatives.
- Have grown your network of senior client executives and materially increased Toptal’s footprint on your top accounts.
- Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their accounts.
- Continue to expand your pipeline and portfolio of accounts, accelerate growth in your region, and use the full suite of capabilities that Toptal has to offer.
Requirements:
- Bachelor’s degree is required.
- Experience engaging and selling into medium-to-large Banking, Insurance, and Financial Services institutions. For instance, experience as a Director or Client Service Partner role with a top consulting firm.
- Must be comfortable engaging C-level executives on industry trends impacting Financial Services institutions.
- Extensive experience in engaging and selling Consulting or Managed Service solutions, particularly within Banks, Insurance or other Financial Services organizations.
- Proven track record in full-cycle sales of large, complex, multi-phase, managed technology projects to enterprise clients with $2B+ in annual revenue.
- A well-rounded understanding of emerging technologies and ability to have an informed discussion about software delivery and development concepts with prospective clients.
- Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.
- Proven success in prospecting, running virtual sales calls, and leading sales pursuits backed by a multidisciplinary team.
- Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.
- Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
- Outstanding written and verbal communication skills.
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
- You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.
Benefits:
- Participation in a 401(k) retirement plan
- Medical, dental, and vision health insurance plans
- Basic life insurance coverage and short-term and long-term disability coverage
- Access to flexible spending, dependent care, and health savings accounts
- Access to telehealth virtual doctors
- Employee assistance program
- Flexible paid time off