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Client Partner - Banking, Financial Services and Insurance ID-25169

📋 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.

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• 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

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