NCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking.
The Senior Partner Relationship Manager is responsible for managing nCino’s consulting and technology partner ecosystem across multiple regions. This role leads efforts in relation to vetting and onboarding potential partners, business development and go-to-market strategies of existing partners, as well as ensuring the whole ecosystem is well-equipped to sell and deliver at scale. It requires robust cross-team collaboration across nCino departments including, but not limited to, Sales, Marketing, Product Development, and Customer Success to enhance the depth and scale of our consulting and technology partnerships. This role acts as the steward or champion for the consulting partners internally.
Responsibilities
1. Manage and own the overall relationship between nCino and the technology partner(s).
2. Responsible for vetting and onboarding new partners, and performing risk management and mitigation, with the aim of helping both our partners and nCino to reliably achieve revenue and customer satisfaction goals.
3. Forecast, track, and manage Partner Revenue goals and expectations.
4. Establish deep relationships with key executives at all partners across the region and drive relationship building activities between our partners and internal teams.
5. Serve as primary point of escalation for any departmental issues that are triggered by or impact external partners.
6. Lead recurrent account planning sessions to cover all facets of the partnership – pipeline and forecasting, marketing activities including go-to-market initiatives, delivery review and feedback, etc.
7. Support all partnership and alliance agreements, referral and reseller agreements, and any other contractual documentation between our partners.
8. Educate our partner ecosystem on nCino’s roadmap and future product strategies, ensuring any concerns or product ideas are escalated to the product team.
9. Forward-looking plan for and coordinate technical support of partner owned orgs, integrations, enablement activities, and sales tools.
10. Partner with Sales and Customer Success teams to ensure accurate scoping, resourcing, and estimating during pre-sales process. In addition, accurately estimating project timeframes and costs which are established in line with nCino project methodology and best practices.
11. Leverage AI tools and techniques to enhance work efficiency and optimize business operations by automating routine tasks to improve accuracy, save time, and minimize errors.
12. Utilize AI-driven insights to refine decision-making, elevate customer experience, and boost team productivity while ensuring its application provides measurable value, driving innovation and smarter ways of working.
Business Development, Marketing, and Sales
13. Work with nCino marketing team to lead definition of joint go-to-market strategies and marketing needs.
14. Enable the ecosystem with nCino’s sales tactics, positioning, and value propositions.
15. Enable the nCino sales team on the joint value propositions with our tech partners.
16. Work with internal sales leadership and individual sales reps to drive qualified leads, manage partner pipeline and close new business.
17. Manage partner referrals and support reseller activities.
18. Coordinate partner marketing activities including conferences, white papers, webinars etc.
19. Influence buy-in and alignment across Sales and Product leadership for new and existing partner relationships with clear success metrics defined annually, by region.
Delivery
20. Mobilize and enable the ecosystem with nCino’s expectations around implementation best practices and establish ways of working with a continual improvement mindset.
21. Work with Professional Services teams to establish review cadences with partners and customers to continually drive best practice partner delivery.
22. Lead partner training coordination, enablement, and certification.
23. Process and administer Salesforce orgs with nCino packages to partners.
24. Coordinate and collaborate with Partner Relationship Managers from other regions to ensure nCino’s Partner Program is consistent and scalable.
Qualifications
25. 5+ years of Relationship Management in Consulting or SaaS companies.
26. Proven track record of program management with ability to demonstrate successful outcomes.
27. Strong listening skills and impeccable verbal and written communication skills.
28. Problem solving mindset (inquisitive) with eye on continual improvement.
29. Flexible demeanor with strong situational adaptability.
30. Adept at conflict resolution and ability to think through/resolve complex scenarios.
31. Consulting or FinTech experience.
32. SaaS solutions sales experience.
33. Salesforce experience, knowledge of the platform.
34. FinTech Ecosystem experience at SaaS company.
35. Banking experience.
36. Position requires up to 50% domestic and international travel.