This leader will be a proven expert in Enterprise Applications, Web Apps, Mobile Apps, and Software Development with a deep understanding of cross-industry target buyers, their priorities, and the trends impacting them. The ideal candidate for this position will have served in a leadership role in a similar space. Their extensive knowledge will inform critical business decisions, such as which services and offerings we build out, determining pricing and packaging strategies, and developing a compelling value position that ensures Toptal’s competitiveness in the evolving market. Their insights will be essential to meeting the market’s changing needs both now and in the future.
This is a remote position. We do not offer visa sponsorship or assistance. 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.
You will be responsible for building and scaling Toptal’s Apps & Integration practice. This includes:· Strategy: Which clients and buyers do we target, and what problems do we help them solve?· Offering Development: Develop attractive, scalable offerings that resonate with specific customer segments.· 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.· Sales: Understand current and future demand and enable, educate, and directly support the salesforce to position this practice best. Lead client conversations, presenting Toptal’s point-of-view and asking exploratory questions to understand client needs better.· Managing the Business: Lead the practice business from a sales, revenue, and profitability perspective by understanding the key P&L levers. Collaborate with the Industry Sales team and work independently to generate and pursue leads.· Delivery: Drive the success of consulting projects by owning both sales and delivery end-to-end. Lead and inspire high-performing teams, craft innovative frameworks, and take an active role in delivering impactful results. You’ll seamlessly blend sales and execution to create exceptional client outcomes.· 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 in this practice area.
The successful Practice Director for this role has a demonstrated capability 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.· Manage a P&L statement and proven track record for overseeing financial performance, identifying areas for improvement, and driving profitability and growth.· 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 their problems, develop/execute an approach to solve them, and articulate the solution in a clear and compelling way.· Accomplish work objectives through leading and supervising other Toptal team members within the Apps & Integrations Practice.· Establish objectives and initiatives for the team, recommend the team’s structure and jobs, and organize, assign, delegate, oversee, and monitor work.· Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed.
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 Work, 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.· 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 practice area, the talent that exists already in the network, and any work we may already be doing or have done.· Articulate a hypothesis about where you want to take the practice (strategy) and design experiments and build execution approaches to get there.
In the first three months, expect to:· Be a well-integrated member of the organization with positive relationships in Sales (Enterprise and SMB), Marketing, and Talent Operations.· Be in front of clients on a regular basis to hear from them firsthand, while exercising discretion and independent judgment.· Build your practice and begin positively impacting revenue growth.
In the first six months, expect to:· Be the go-to expert for your practice within Toptal.· 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.
Qualifications and Job Requirements:· Bachelor’s degree is required and an MBA preferred.· 15+ years of experience in your practice, with preferably 5+ years in a leadership role within Apps (Enterprise Apps and Custom Software Development) and Integration services.· 3+ years managing a business, preferably with P&L responsibility, and proven track record for overseeing financial performance, identifying areas for improvement, and driving profitability and growth.· Strong knowledge of ERP & CRM, Custom Software Development, including Mobile and Web Apps, and Integration technologies.· Moderate knowledge of programming languages like C, C++, .Net, Java, Java Script.· Proficiency in Enterprise Architecture and Governance.· Experience packaging, pricing, and delivering compelling solutions.· Comfortable with rolling up your sleeves to do the work, demonstrating traction, and building a team over time.· Refined relationship development & leadership skills with a 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.· Confidence in your analytical abilities, with proven success in delivering results in ambiguous and sophisticated project efforts.· Skilled in the art of communicating (written and verbal) with both technical and non-technical audiences.· 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.
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