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Client Partner - Banking, Financial Services and Insurance

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<p><b style="font-size: 13.5pt;">Job Summary:</b></p><p><br></p><p>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.</p><p><br></p><p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p><p><br></p><p><b style="font-size: 13.5pt;">Responsibilities:</b></p><p><br></p><p><i>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.</i></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Cultivate and deepen mutually valuable relationships with key contacts across your assigned BFSI portfolio.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Collaborate with Industry & Category General Managers, Practice Leaders, and Delivery teams to drive solution-led discussions with clients.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Maintain excellent CRM (SFDC) hygiene, including but not limited to opportunities, contact records, buying centers, and org charts.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Develop & execute on account strategies for your assigned client portfolio.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Work closely with Enterprise Sales Executives on identifying & executing across various areas for account expansion.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Partner with cross-functional teams to maintain Toptal’s standards for delivering world-class client experiences.</p><p><br></p><p><b style="font-size: 13pt;">In the first week, expect to:</b></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Onboard and integrate into Toptal.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Learn Toptal’s model and our value proposition.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Learn our sales method and our selling process.</p><p><br></p><p><b style="font-size: 13pt;">In the first month, expect to:</b></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Come up to speed on your account portfolio and get into an operating rhythm with key client stakeholders and internal account team members.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Work with your Sales Director to establish a portfolio strategy and build account plans.</p><p><br></p><p><b style="font-size: 13pt;">In the first three months, expect to:</b></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Become a trusted advisor to your existing client stakeholders, engaging in consultative selling by leveraging technical and business expertise and asking insightful questions.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>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.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Provide consultation or advice to management on policies and procedures, while exercising discretion and independent judgment.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Establish relationships with existing delivery team members to monitor progress and align on client objectives.</p><p><br></p><p><b style="font-size: 13pt;">In the first six months, expect to:</b></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>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.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Take Toptal’s presence on your accounts to the next level by introducing new capabilities and winning work away from established competitors.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Provide advice and support for the planning of long-term or short-term business objectives or initiatives.</p><p><br></p><p><b style="font-size: 13pt;">In the first year, expect to:</b></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Have grown your network of senior client executives and materially increased Toptal’s footprint on your top accounts.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their accounts.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>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.</p><p><br></p><p><b style="font-size: 13.5pt;">Qualifications and Job Requirements:</b></p><p><br></p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Bachelor’s degree is required.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>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.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Must be comfortable engaging C-level executives on industry trends impacting Financial Services institutions.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Extensive experience in engaging and selling Consulting or Managed Service solutions, particularly within Banks, Insurance or other Financial Services organizations.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Proven track record in full-cycle sales of large, complex, multi-phase, managed technology projects to enterprise clients with $2B+ in annual revenue.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>A well-rounded understanding of emerging technologies and ability to have an informed discussion about software delivery and development concepts with prospective clients.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Proven success in prospecting, running virtual sales calls, and leading sales pursuits backed by a multidisciplinary team.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Outstanding written and verbal communication skills.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</p><p><span style="font-size: 10pt;">·</span><span style="font-size: 7pt;">        </span>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.</p><p> </p> <p></p><p><br></p><p></p>

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This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

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The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

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