Toptal is one of the most innovative and rapidly expanding tech start-ups from Silicon Valley. With backing from investors such as Andreessen Horowitz and Adam D’Angelo, our platform is the fastest growing labor marketplace in the history of the Internet—connecting thousands of elite engineers and designers all over the world. In the last five years, Toptal has become the #1 choice for tech companies requiring top-shelf engineering and design talent and for the top 3% of freelancers looking for their next challenge.
While we’re primarily focused on bringing quality and value to our clients, we’re also committed to creating a world-class environment for our employees. We are a completely distributed company with thousands of core and network team members located all over the world, and we take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We take an all-hands-on-deck approach to our work, taking pride in being collaborative, creative, and flexible.
If you aren’t looking for a job because you’re already killing it, we want you.
The VP of Partner & Channel Marketing will be responsible for developing and leading Toptal’s strategic channel partnership initiatives with enterprise scale organizations worldwide. You will work closely with the executive team and various team leaders to identify and develop strong, mutually beneficial relationships with organizations that have strategically compatible areas of expertise. You will be responsible for planning, executing, and maintaining a variety of large-scale business development initiatives that drive revenue for the company.
This is a remote position that can be done from anywhere.
- Identify large organizations and other distribution partners who are strategically well-positioned to accelerate Toptal’s growth in both the enterprise and SMB segments.
- Identify potential channel partners across a variety of clusters, according to industry, geography, Toptal product vertical, customer segments, and specific area of expertise.
- Build a small team of partner and channel marketers and business development experts to drive business development and account management, as appropriate.
- Collaborate with the executive team to build and maintain a pipeline of relationships with potential partners, taking responsibility for the relationship throughout all stages of development.
- Close partnership agreements while properly balancing company goals, speed, and economic potential.
- Evaluate the financial and non-financial benefits and risks of new partnerships.
- Take primary responsibility for the execution and integration of new partnerships.
- Track, report, and optimize the performance of partnerships, including identifying issues as they arise, assessing possible solutions, and executing those solutions.
- Provide thought leadership, strategic insight, and clear communication (written and verbal) to team members on partnership initiatives.
- Be in constant communication with team members via Slack.
- A minimum of 10-15 years of senior leadership in strategic planning, business development and closing partner deals, channel partnerships and VAR agreements with enterprise-level companies is required. Having partnerships experience at a systems integration, product development, or major consulting firm with strategic platform vendors is a plus.
- Ability to identify, navigate to, and nurture relationships with key stakeholders at companies strategically positioned to accelerate Toptal’s growth.
- You must be an energetic, proactive, self-starter who is highly capable of identifying and executing the necessary steps needed to drive forward channel partnerships.
- Ability to identify and form relationships with relevant decision makers at candidate channel partner organizations.
- An exceptional understanding of organizational structures, priorities, and areas of expertise.
- Outstanding ability to envision, clearly define, and execute channel partnership opportunities that are mutually beneficial on a long-term basis.
- A tremendous talent for evaluating the ramifications of prospective partnerships across a number of different planes and the ability to prioritize initiatives appropriately according to company goals.
- An exceptional network of business contacts, particularly in the enterprise space, and the ability to leverage those contacts to facilitate partnership opportunities.
- Experience facilitating partnerships across multiple industries.
- While a technical background is not required, you must be excellent at using data and quantitative approaches for decision making.
- You must have excellent written and oral communication skills and be a world-class presenter.
- You must be a world-class individual contributor first and foremost to thrive at Toptal. You will not be here just to tell other people what to do.
View the whole team →WHO YOU WILL WORK WITH
- Breanden has been an engineer, founder, CTO, and consultant in industries ranging from aerospace to financial services to high tech. He has a BSE in Chemical Engineering from Princeton University, where he was previously asked to speak at TEDxPrincetonU, giving a talk on time optimization and resource management. As a Toptal co-founder, Breanden frequently writes about scaling a hyper-growth and distributed company, and he has been featured on the blog of Tim Ferriss, The Huffington Post, and many others. Having been on both sides of the hiring equation as an engineer and team lead, Breanden combines his technical expertise and management experience to ensure that clients, developers, and team members at Toptal continually strive for excellence as the company rapidly scales.
- I've spent my entire career in consulting, where I started as a developer building large-scale enterprise software. Throughout my career, I have held a wide range of roles, mainly focused on establishing markets, building client accounts, and developing service offerings. Prior to joining Toptal, I held leadership roles at Accenture, Slalom Consulting, and ThoughtWorks. I have a passion for building businesses and teams, and I was actually working on my own concept, TalentGuild, when I was introduced to the Toptal team. After learning more about Toptal, I quickly realized that I would never be able to match our platform, so I joined the team. In my role, I will be working with the Enteprise Sales team, along with teams throughout Toptal, to help grow our Enterprise business. I live in Colorado, and I enjoy spending time outside in our beautiful state, especially on a bike or on skis.