Director, Tech Strategy & Solutions - Internationally-Based Applicants
About Toptal
Toptal is a global network of top freelance talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and over 40% year-over-year growth, Toptal is the world’s largest fully remote company.
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.
Position Description
This is a remote position.
Toptal is a hypergrowth organization that is disrupting the global professional services and talent market. In response to our clients’ overwhelming demand for exceptional talent in new areas, we are expanding the breadth and depth of our Technology Services offerings to further fuel that growth. As the Director of Tech Strategy & Solutions, you will advise executive-level clients across a range of Practice areas (Application Development, Cloud, Data & Analytics, Enterprise Platforms, Emerging Tech, and more). In this role, you will be client-facing on a daily basis, joining pre-sales calls to diagnose client problems, determine the optimal solutions, and support Toptal’s Sales team with end-to-end opportunity pursuit. Success in this role will require a unique combination of deep business acumen, strong technical capabilities, and exceptional executive presence.
This Director will be a proven expert in technology strategy consulting, with a deep understanding of cross-industry target buyers, their priorities, and the trends impacting them. The right candidate for this role will have served in a leadership role in a technology services firm. Their knowledge will inform decisions including which services and offerings we build out, how we price/package what we do, and how we create a competitive value proposition now and in the future to meet changing market needs.
We are unable to provide visa sponsorship. Resumes and communication must be submitted in English.
Responsibilities:
You will be responsible for helping define and implement Toptal’s go-to-market strategy within the Technology Services category. This includes:
- Client & Sales Support: Understand current/future demand and enable, educate, and directly support the sales force. Lead client conversations, presenting Toptal’s point-of-view and asking exploratory questions to better understand client needs.
- Opportunity Pursuit: Lead and support sales pursuits by collaborating with Toptal Sales and Delivery teams to frame client problems, scope Toptal’s approach, and develop compelling proposals that showcase Toptal’s unique value proposition.
- Talent: Ensure our talent network is prepared to meet the demands of the market (e.g., the right skills in the right capacities) as well as foster an ongoing sense of community amongst the network of professionals relevant to your area.
- Strategy & Offering Development: Identify opportunities to develop offerings, methodologies, and sales collateral for high impact services that can be repeatedly delivered to clients.
- Go-to-Market: Take services and offerings to market; first, by leading from the front to establish product-market fit with our clients, and then by working with our Practices Operations team to scale adoption and the commercial impact of offerings.
- Marketing: Develop thought leadership and campaigns that highlight our competitive differentiation, elevate our reputation in the market, attract great talent to our network, and generate leads for sales.
- Delivery: Define the “Toptal way” methodologies for key services/solutions.
This role is highly collaborative and will work extremely closely with Toptal’s Sales, Marketing, and Talent Operations teams to fulfill the above responsibilities.
The successful candidate for this role has a demonstrated ability to:
- Lead in a highly collaborative way.
- Operate in a high-growth environment.
- Articulate a strategy grounded in an agile execution plan.
- Be comfortable with rolling up their sleeves to do the work, demonstrate traction, and build a team over time.
- Make data-informed decisions and define key metrics with which they’ll measure progress.
- Walk in the shoes of their audience in order to understand the audience’s problems, develop/execute an approach to solve them, and articulate the solution in a clear and compelling way.
In the first week, expect to:
- Onboard and integrate into Toptal; meet your colleagues.
- Learn about Toptal’s history, culture, and vision, with a focus on the state of our industry, the Future of Technology Services, and the core messages important to Toptal.
- Shadow critical teams throughout the organization to learn Toptal’s core operations and capabilities.
In the first month, expect to:
- Begin developing relationships with key leaders and stakeholders across the organization.
- Join high priority client conversations to immediately make an impact, while getting to know our customers and sales force firsthand.
- Dive deeper into the operations of key teams (e.g., Sales, Talent Operations) across the company.
- Conduct a comprehensive review of the current demand in your area, talent that exists already in the network, and any work we may already be doing / have done.
- Articulate one or more growth hypotheses, and design experiments / build execution approaches to get there.
In the first three months, expect to:
- Be a well-integrated member of the organization with positive relationships across Sales, (Enterprise/SMB), Practices, Marketing, and Talent Operations.
- Support (reactive) client inquiries and opportunities.
- Begin to (proactively) generate client demand via your direct efforts.
- Build your practice and begin positively impacting revenue growth.
In the first six months, expect to:
- Be a trusted, go-to expert for Toptal’s Sales teams and clients.
- Have established initial market traction.
- See a commercial impact from your involvement in early initiatives.
In the first year, expect to:
- Feel like you made the best decision of your career.
- Increase the growth rate of Toptal materially.
Requirements:
- 8+ years of experience in technology services with preferably at least 5+ years in consulting or professional services.
- 3+ years directly advising VP and C-level clients in a business development and delivery capacity.
- Track record of rapid career progression achieved by taking on challenging assignments and exceeding expectations.
- Experience packaging, pricing, and delivering compelling solutions.
- Refined relationship development & leadership skills with a track record of success 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.
- Confidence in your analysis abilities, with proven success delivering results in ambiguous and sophisticated project efforts.
- Skilled in the art of communicating with both technical and non-technical audiences.
- Ability to take your work, but not yourself, too seriously.
- 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.
