Client Partner, Banking, Financial Services and Insurance
About Toptal
Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce.
We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.
Job Summary:
As a Client Partner within our Banking, Financial Services and Insurance (BFSI) team, you will grow a portfolio of accounts by building a network of client relationships, identify opportunities to engage our network, and position Toptal as a strategic services partner. Through consulting services and fully managed, end-to-end solutions, we empower organizations to achieve their goals. As you grow your portfolio to $5M, $10M, and $15M+, you will unlock the ability for your clients to assemble highly skilled, remote, technical teams that can execute sophisticated projects, and bring to bear the power of a blended workforce to ensure mission-critical business objectives are accomplished on time and under budget.
This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.
Responsibilities:
The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.
- 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.
In the first week, expect to:
- Onboard and integrate into Toptal.
- Learn Toptal’s model and our value proposition.
- Learn our sales method and our selling process.
In the first month, expect to:
- 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.
In the first three months, expect to:
- 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.
In the first six months, expect to:
- 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.
In the first year, expect to:
- 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.
Qualifications and Job 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.
Essential Job Functions
- Regularly and reliably attend scheduled virtual team meetings on camera.
- Work independently with minimal supervision.
- Use all required digital collaboration tools.
- Prioritize and self-manage workflows and deadlines.
US FLSA Classification: Full-Time/Exempt
This position receives a base salary and is eligible to earn both a quarterly discretionary bonus based on the achievement of assigned objectives and monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, the US-based salary range for this full-time position is $100,000 - $180,000 per year. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
Applications are accepted on an ongoing basis. Please note that the US-based salary range does not include the value of Toptal’s benefit offerings. In the US, Toptal’s benefit offerings include 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; an employee assistance program; and flexible paid time off.
