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Company

Toptal · 4 hours ago

General Manager, Financial & Professional Services Organizations

United States

Full-time

Remote

Director/Executive

10+ years exp

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No H1B

U.S. Citizen Only

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Responsibilities

Lead a team of experienced Sales & Client Services professionals to expand Toptal’s professional services market share within the FPSO industry.

Develop strategy & implement tactics to acquire key target prospects while deepening strategic relationships with FPSO portfolio clients.

Serve as an Executive sponsor by cultivating SVP & C-level relationships at accounts in your team’s portfolio.

Develop hypotheses to drive the team’s Go-to-Market Strategy and expand Toptal’s presence within FPSO.

Evaluate and evolve the team’s short-, medium-, and long-term plan to establish Toptal as the leading provider of professional services in the enterprise space.

Develop account prioritization criteria and work with members of the team to optimize account portfolios and engagement strategies.

Develop account plans and relationship maps by leveraging industry insights.

Regularly meet with members of the team to review KPIs, provide guidance to increase deal velocity, evaluate performance, and develop coaching plans.

Coach and mentor team members, managing pipelines, providing feedback, conducting performance reviews, and implementing performance improvement plans, if needed.

Actively recruit new members to join our rapidly growing team.

Onboard and integrate into Toptal.

Learn Toptal’s model, our value proposition, and our story.

Learn our sales method and our selling process.

Meet the team and understand targets and goals.

Build your initial GTM strategy for FPSO in partnership with Services GMs, iterating based on feedback from clients.

Get up-to-speed on your industry portfolio and adjust territories as needed.

Develop a coaching cadence with each rep to review key metrics (e.g., activity, conversion, etc.) and identify specific areas for improvement.

Hone your Toptal pitch to assist the team in effectively selling our unique model.

Navigate the processes required in dealing with internal stakeholders (e.g., Legal).

Become a master of the Toptal sales process, closing contracts to acquire new logos.

Uncover new business opportunities within your portfolio and drive sales pursuits with cross-functional teams to grow accounts, while exercising discretion and independent judgment.

Work collaboratively with clients as they engage Toptal SMEs across different practice areas (e.g., Cloud, Data & Analytics, etc.) and delivery models (e.g., staffing, managed delivery, etc.).

Take Toptal’s presence on your accounts to the next level by introducing new capabilities and winning work away from larger staffing and services competitors.

Establish an industry strategy to align the team around key goals and objectives within the FPSO industry.

Have completed team build-out making changes as needed to put the right players on the field.

Monitor and manage the team’s relationships with existing accounts and execution against account strategies.

Establish objectives and initiatives for the team, recommend the team’s structure and roles, and organize, assign, delegate, oversee, and monitor work.

Have built out a world-class team of reps in a growing portfolio.

Work with Enterprise Leadership to plan the next wave of industry growth for the team.

Continue to expand your team’s portfolio of accounts, accelerate growth in your industry, and use the full suite of capabilities Toptal has to offer.

Mentor new leaders, teaching them about Toptal, our model, and how to successfully grow their teams.

Accomplish growth objectives through leading and supervising other Toptal team members within the FPSO industry.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Sales leadershipFinancial services expertiseClient relationship managementBusiness operations managementRevenue generationNegotiating MSAs/SOWsEmerging technologies understandingOperational rigorCoachingMentoring

Required

Bachelor’s degree is required

5+ years of proven success leading professional services sales teams specifically in Financial and Professional Services, with deep industry relationships ranging from director-level to C-level contacts is expected

10+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles

Experience establishing high-impact, revenue-generating commercial relationships, with a proven track record of success in building credibility across all levels of an organization

Minimum of 10 years experience building client portfolios of $20M+ with a blended team of hunters and farmers, including key involvement in negotiating MSAs / SOWs and selling large, complex, multi-phase, managed technology projects to enterprise clients with $2B+ in annual revenue

A well-rounded understanding of emerging technologies and the ability to have an informed discussion about software delivery and development concepts with prospective clients is required

Experience in an operationally rigorous environment with competing deadlines and fast-paced work product turnaround (e.g., Consulting at a top-tier firm, Strategy & Operations, etc.)

Ability to thrive and excel in a dynamic, fast-paced organization

Professional maturity, poise, and executive presence – you’re a masterful storyteller with experience building long-term client relationships and influencing at the C-level

Outstanding written and verbal communication skills, including proposals and presentations

Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts

Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location

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

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