Partner Relationship Manager

 

Description:

The Expert Partner Relationship Manager is responsible for managing a portfolio of technology and/or consulting partners within nCino’s ecosystem. 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. Additionally, this role will act as a senior mentor and lead for the team – coaching less experienced Relationship Managers, onboarding new teammates, and providing ongoing support and advice. Externally, this role serves as the nCino champion for our partner ecosystem and is expected to cultivate relationships, problem solve and drive growth and expansion opportunities across all facets of the partnership. 

Essential Job Functions

Manage and own the overall relationship between nCino and it’s more complex partner(s).

Responsible for vetting and onboarding of new partners

Provides mentorship and guidance to colleagues, transfers knowledge and domain skills, and actively supports onboarding and growth in teammates.

Performs risk management and mitigation, with the aim of helping both our partners and nCino to reliably achieve revenue and customer satisfaction goals.

Build relationships with key leaders in nCino to understand product strategy and corporate goals which influence the partner relationships and program strategy.

Forecast, track, and manage Partner Revenue goals and expectations.

Establish deep relationships with key executives at all partners across the region and drive relationship building activities between our partners and internal teams.

Serve as primary escalation point for departmental issues triggered by or impacting external partners.

Lead annual account planning sessions to cover all facets of the partnership – pipeline and forecasting, marketing activities including go-to-market initiatives, architecture and delivery reviews and feedback, etc.

Establish and track all contractual documentation – such as non-disclosure agreements, partnership and alliance agreements, referral and reseller agreements, and training or enablement paperwork. 

Educate our partner ecosystem on nCino’s roadmap and future product strategies, ensuring any concerns or product ideas are escalated to the nCino product team to ensure a feedback loop.

Establish and own a forward-looking plan and coordinate technical support of partner owned orgs, integrations, enablement activities, and sales tools.

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.

Act as the Liaison between partner(s) and various nCino departments including Sales, Product Development and Engineering teams

Coordinate feedback loop from partners to nCino product teams around product ideas, concerns, and challenges within the nCino platform.

Identifies opportunity areas and leads internal team initiatives to continuously improve with an eye for global scalability and consistency.

Recognized within nCino as a subject matter expert and sought out by leadership outside of the department for guidance on matters of organizational significance.

Has perspective on successful partnerships and provides guidance to the organization in partnership with key stakeholders and leaders throughout the organization.

Typically brought in to resolve significant client or partner facing issues.

Business Development, Marketing, and Sales

Work with nCino marketing team to lead definition of joint go-to-market strategies and marketing needs based on the success criteria for the individual partner, ensuring it ties back to nCino’s product and corporate strategy.

Enable the ecosystem with nCino’s sales approach, positioning, and value propositions.

Work with internal sales leadership and individual sales reps to manage partner pipeline and drive qualified leads.

Coordinate partner marketing activities including conferences, white papers, webinars etc. as part of a broader marketing framework and measured against defined success metrics.

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

Mobilize and enable the ecosystem with nCino’s expectations around implementation best practices and establish ways-of working with a continual improvement mindset.

Work with Professional Services teams to establish review cadences with partners and customers to continually drive best practice partner delivery.

Lead partner training coordination, enablement, and certification.

Have a strong understanding of the technology partner’s delivery if the partner built and owns the integration to nCino.

Process and administer salesforce orgs with nCino packages to partners.

Coordinate and collaborate with Partner Relationship Managers from other regions to ensure nCino’s Partner Program is consistent and scalable.

Product Development & Engineering

Educate our partner ecosystem on nCino’s roadmap and future product strategies

Liaison between partner(s) and nCino product development and engineering teams 

Coordinate partner product ideas and concerns with nCino product teams 

Drive alignment among technology partner(s) and PDE stakeholders to deliver on product strategy.

Minimum Requirements

Bachelor’s Degree with 12+ years of Relationship Management, Banking, Consulting or Software experience, or equivalent combination of education and experience.

Proven track record of project management with ability to demonstrate successful outcomes.

Strong listening skills and impeccable verbal and written communication skills.

Problem solving mindset (inquisitive) with eye on continual improvement.

Flexible demeanor with strong situational adaptability.

Adept at conflict resolution and ability to think through/resolve complex scenarios.

Travel

Position requires up to 50% domestic and international travel. 

PREFERRED REQUIREMENTS (if Any)

Bi-lingual

Consulting or FinTech experience

Salesforce experience, knowledge of the platform

FinTech Ecosystem Experience At SaaS Company

Process reengineering background

Banking experience