Client Partner - Banking, Financial Services and Insurance

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

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