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Industry Leader, Communications, Media, Entertainment, & Technology - US-Based
About Toptal
Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce.
We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.
Job Summary:
As the Industry Leader, Communications, Media, Entertainment & Technology (CMET) you will develop, own, and execute our growth strategy in your industry, leading and scaling a world-class team to accelerate the growth of Toptal’s enterprise customer base. You will work closely with Senior Leadership to analyze market and industry opportunities and identify those with the highest potential. You will also lead from the front, working with your sales team to target, close, and develop client relationships with Fortune 500 companies.
This is a remote position. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.
Responsibilities:
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.
- Lead a team of experienced Sales & Client Services professionals to expand Toptal’s professional services market share within the Communications, Media, Entertainment and Technology industries.
- Develop strategy & implement tactics to acquire key target prospects while deepening strategic relationships with CMET 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 Communications, Media, Entertainment & Technology.
- 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.
In the first week, expect to:
- 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.
In the first month, expect to:
- Build your initial GTM strategy for CMET in partnership with Services GMs, iterating based on feedback from clients while exercising discretion and independent judgment.
- 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).
In the first three months, expect to:
- 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.
- 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.).
In the first six months, expect to:
- 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 industry strategy to align team around key goals and objectives within the Communications, Media, Entertainment and Technology 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.
In the first year, expect to:
- 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 Communications, Media, Entertainment and Technology industry.
Qualifications and Job Requirements:
- Bachelor’s degree is required. Master’s degree in Engineering, Business, or a related field preferred.
- 10+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles.
- 5+ years of proven success leading professional services sales teams specifically in Communications, Media, Entertainment, and Technology, with deep industry relationships ranging from director-level to C-level contacts.
- Experience establishing high-impact, revenue-generating commercial relationships, with a proven track record of success in building credibility across all levels of an organization. You can develop positive relationships across the business to partner on key initiatives and gain consensus on processes and strategies.
- 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.
- Experience at a technology or hyper-growth company is strongly preferred.
- 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.
Essential Job Functions
- 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.
